Account Executive – SLED

This is a fully remote position, open to applicants in Iowa, +1 more state.

📋 Description

• Take ownership of a specified U.S. SLED territory and consistently achieve or surpass sales quotas through territory expansion, pipeline creation, and deal execution.

• Identify key target accounts, perform direct outbound prospecting, and cultivate relationships with leaders in public-sector IT and security.

• Develop pipeline through outbound initiatives, customer referrals, partner connections, events, and strategic account planning.

• Drive opportunities through prospecting, discovery, stakeholder alignment, technical validation, procurement, negotiation, and contract finalization.

• Engage with IT Directors, CISOs, CIOs, Infrastructure Directors, SysAdmins, security teams, procurement stakeholders, and executives.

• Oversee multi-stakeholder sales cycles, RFPs, security evaluations, procurement processes, cooperative purchasing, contract vehicles, and reseller-led activities.

• Foster relationships with reseller representatives and other partners to identify new opportunities.

• Focus on opportunities that present significant revenue potential.

• Collaborate with Solutions Engineers and technical teams on discovery, demonstrations, evaluations, and technical validations.

• Recognize upsell and cross-sell opportunities within existing SLED clients.

• Keep precise forecasts, opportunity details, next steps, and account activities updated in Salesforce.

• Share insights on customers, competitors, procurement, and territory intelligence.

• Work autonomously in a remote-first setting while collaborating with Sales, Marketing, Channel, Product, Customer Success, and Sales Leadership.

⛳️ Requirements

• Demonstrated experience carrying a sales quota while selling cybersecurity software to state, local, and education accounts in Wisconsin and Iowa.

• Established connections and robust market knowledge within a designated SLED territory, including relevant customers, resellers, partners, and procurement channels.

• Proven track record as a hunter, capable of generating new pipeline through direct outbound prospecting, cold outreach, referrals, partner relationships, and territory development.

• Ability to identify target SLED accounts, initiate new relationships, create demand, and develop opportunities proactively without waiting for formal RFPs.

• Experience in managing complete, multi-stakeholder SLED sales processes from initial outreach to closure.

• Strong comprehension of public-sector procurement processes, including RFPs, cooperative purchasing, contract vehicles, reseller-led sales, security reviews, and government budget cycles.

• Background in selling cybersecurity, endpoint management, patch management, vulnerability management, EDR, MDR, IAM, IT operations, infrastructure, or closely related technical solutions.

• Experience interacting with IT Directors, CISOs, CIOs, Infrastructure Leaders, SysAdmins, security teams, procurement stakeholders, and technical buying committees.

• Proven success in owning and closing complex deals with an average deal value of at least $30,000.

• Ability to evaluate and prioritize opportunities based on customer needs, revenue potential, and likelihood of success.

• Exceptional skills in discovery, consultative selling, negotiation, account planning, and relationship building.

• Strong discipline in forecasting and maintaining accurate Salesforce records.

• Capability to work independently, maintain consistent outbound activity, and establish structure within a developing territory.

• Comfortable in a high-growth, fast-paced, remote-first environment.

• Available to start as soon as possible based on business requirements.

🏝️ Benefits

• Stable income.

• Comprehensive benefits.

• Flexible working hours.

• Opportunities for career advancement.

• Collaborative environment that promotes ownership and the implementation of best practices.

• Friendly and professional colleagues.

• Growth opportunities.

• Engaging challenges and opportunities.