We are currently seeking a Sr. Sales Executive - SLED - Sacramento to join our team in Sacramento, California (US-CA), United States (US).
Role SummaryThe ideal candidate brings 7+ years of experience spanning enterprise sales, business development, and product or solution management within California state, local, and education markets. This role supports a large-scale regional initiative and is responsible for defining, shaping, and executing go-to-market strategy.
This is a hybrid role combining
seller, business development, and product management responsibilities. The candidate will identify market opportunities, define target accounts and agencies, shape solution positioning, build go-to-market assets, and drive demand through coordinated campaigns and direct engagement.
Success requires the ability to move from strategy to execution. This includes translating market needs into offerings, creating compelling materials, activating campaigns, and converting demand into pipeline and revenue.
Essential Duties and ResponsibilitiesMarket Development & Business Development- Identify and prioritize target agencies, accounts, and buying centers aligned to a large-scale regional initiative.
- Define and maintain a strategic account list and engagement approach.
- Develop early-stage opportunities through proactive outreach, ecosystem engagement, and market insight.
Go-to-Market Strategy & Execution- Own end-to-end go-to-market plans, including segmentation, messaging, campaign strategy, and execution.
- Partner with Marketing to activate campaigns across digital, events, and account-based channels.
- Ensure alignment between targeting, messaging, and sales execution.
Product & Solution Management- Act as the market-facing product lead for defined use cases and offerings.
- Shape solution positioning based on client needs, competitive landscape, and demand signals.
- Work with internal teams to refine offerings, develop use cases, and package solutions for the market.
Content & Asset Creation- Develop core go-to-market materials including messaging frameworks, presentations, solution briefs, and campaign content.
- Translate complex capabilities into clear, outcome-driven narratives for public sector stakeholders.
- Ensure consistency and quality of materials used across campaigns and pursuits.
Demand Generation & Pipeline Ownership- Design and drive demand generation efforts tied to target accounts and priority use cases.
- Build and maintain a qualified pipeline with clear attribution to campaigns and GTM initiatives.
- Monitor funnel performance and optimize conversion across stages.
Sales Execution & Pursuit Support- Engage directly with clients to validate demand, position solutions, and advance opportunities.
- Influence requirements and shape opportunities prior to formal procurement processes.
- Support pursuit teams with differentiated messaging, assets, and strategy.
Cross-Functional Leadership- Serve as the integration point across Sales, Marketing, Product, and Delivery teams.
- Drive alignment on priorities, messaging, and execution plans.
- Collaborate with partners to develop joint solutions and go-to-market activities.
Performance Management- Track and report on pipeline growth, campaign performance, and revenue outcomes.
- Continuously refine targeting, messaging, and GTM approach based on data and market feedback.
Key Profile Characteristics- Experience carrying a quota while also building markets or new segments.
- Background in developing go-to-market strategies, not just executing against them.
- Ability to create client-facing content and shape solution narratives.
- Comfortable operating in ambiguity and building structure where none exists.
- Strong understanding of public sector buying processes and stakeholder dynamics.
Minimum Experience:- 7+ years of a strong understanding of Information Technology, ideally how it applies to Public Entities for State, Local and Education Agencies
- 7+ years in a consultative selling role able to identify and address client issues within SLED
- 7+ years C-Level selling and relationship building experience within SLED in Sacramento.
Minimum Education and Certifications:- Undergraduate degree or equivalent combination of education and work experience.
Skills:- Working knowledge of the Public Entity industry and service solution knowledge.
- Advanced understanding of customer's decision-making process, goals, objectives and strategies
- Intermediate understanding of major events such as concerts, sporting events and conventions.
- Advanced business and financial acumen.
- Advanced ability to assess potential sales opportunities and develop value propositions.
- Advanced presentation and negotiation skills.
