Account Executive – SLED

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

📋 Description

• Take charge of a designated U.S. SLED territory and achieve or surpass sales targets through territory enhancement, pipeline creation, and deal finalization.

• Identify potential accounts, perform direct outbound prospecting, and establish connections with IT and security leaders in the public sector.

• Create a sales pipeline through outbound initiatives, customer referrals, partnerships, events, and strategic account planning.

• Guide opportunities through phases of 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 executive decision-makers.

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

• Cultivate relationships with reseller representatives and other partners to generate introductions and discover opportunities.

• Identify high-value opportunities and allocate time and resources effectively.

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

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

• Keep accurate forecasts, opportunity details, next steps, and account activities documented in Salesforce.

• Share insights on customer priorities, competitive movements, procurement trends, and territory-specific opportunities.

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

⛳️ Requirements

• Proven experience carrying a quota while selling cybersecurity software to state, local, and education accounts in Texas and Louisiana.

• Established connections and in-depth market knowledge within a specific SLED territory, including relevant customers, resellers, partners, and procurement channels.

• Demonstrated success as a hunter, generating new pipelines through direct outbound prospecting, cold outreach, referrals, partner relationships, and territory development.

• Capability to identify target SLED accounts, forge new relationships, create demand, and cultivate opportunities without relying on formal RFPs.

• Experience managing comprehensive, multi-stakeholder SLED sales processes from initial outreach to closing deals.

• Strong grasp of public-sector procurement processes, including RFPs, cooperative purchasing, contract vehicles, reseller-led sales, security assessments, and government budgeting cycles.

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

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

• Proven ability to own and close complex deals with an average deal size of at least $30,000.

• Skill in evaluating and prioritizing opportunities based on customer needs, revenue potential, and chances of success.

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

• Strong discipline in forecasting and maintaining accurate Salesforce records.

• Ability to work independently, sustain consistent outbound activity, and structure a developing territory.

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

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

🏝️ Benefits

• Stable income.

• Comprehensive benefits.

• Flexible working hours.

• Opportunities for promotion.

• A collaborative environment that encourages ownership and the implementation of best practices.

• Friendly and professional colleagues.

• Potential for growth.

• Engaging challenges and opportunities.