Account Executive – SLED

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive Revenue Growth in SLED: Take ownership of a specified U.S. SLED territory and achieve or surpass quota targets through systematic pipeline generation, strategic account planning, and effective deal execution.

• Manage the Complete Sales Cycle: Oversee opportunities from prospecting to closure — including discovery, stakeholder mapping, value alignment, technical validation, navigating procurement, negotiation, and contract finalization.

• Engage with IT & Security Leaders: Interact with IT Managers, Directors of Infrastructure, CISOs, CIOs, SysAdmins, security teams, and technical buying committees with authority and consultative insight.

• Build and Sustain Robust Pipeline Coverage: Generate pipeline through outbound prospecting, partner collaboration, and strategic account planning. Maintain disciplined forecasting and opportunity hygiene in Salesforce.

• Navigate Complex Buying Processes: Handle multi-threaded sales cycles, security reviews, procurement workflows, public sector buying requirements, and strategies for competitive displacement.

• Collaborate with Solutions Engineers: Work closely with pre-sales/technical resources to ensure strong technical validation and alignment with customer needs.

• Implement Account Expansion Strategy: Identify upsell and cross-sell opportunities within SLED clients to drive expansion revenue and ensure long-term retention.

• Stay Informed on Market Trends: Maintain a solid understanding of cybersecurity trends, endpoint management, patch management, vulnerability remediation, public sector IT priorities, and competitive positioning.

• Operate with Accountability: Function independently in a remote-first setting while collaborating cross-functionally with Marketing, Channel, Customer Success, Product, and Sales Leadership.

• Collaborate Across Functions: Partner closely with marketing, product, channel, and sales leadership to integrate field feedback and refine messaging for public-sector and education accounts.

⛳️ Requirements

• 3–7+ years of quota-carrying B2B sales experience in SaaS, cybersecurity, IT infrastructure, endpoint management, or related technical solutions.

• Proven track record of consistently owning deals with an average deal value of at least $30K.

• Demonstrated success in selling to mid-market, enterprise, public sector, education, or other complex buying environments.

• Experience engaging IT buyers, including IT Directors, SysAdmins, Security Leaders, Infrastructure teams, and technical stakeholders.

• Proven ability to generate pipeline and close intricate deals.

• Strong discipline in forecasting and maintaining Salesforce hygiene.

• Experience maneuvering through longer, multi-stakeholder sales cycles, including technical validation, security review, procurement, and legal/commercial negotiations.

• Excellent discovery and consultative selling abilities.

• Comfortable working in a high-growth, fast-paced startup environment.

• Ability to operate independently within a developing territory and establish structure without relying on a fully mature sales process.

• We are looking for candidates who can start as soon as possible due to business needs.

• Experience in SLED, public sector, education, government, or regulated-market sales.

• Familiarity with selling cybersecurity, endpoint management, patch management, vulnerability management, EDR, MDR, IAM, IT operations, or infrastructure solutions within public sector or education accounts.

• Knowledge of public sector procurement processes, cooperative purchasing, contract vehicles, RFPs, reseller-led motions, or budget cycles.

🏝️ Benefits

• A collaborative environment that encourages you to take ownership of your domain and implement best practices.

• Stable income, benefits, flexible working hours, and opportunities for advancement.

• Friendly and professional colleagues who are eager to assist and help you grow.

• A variety of intriguing challenges and opportunities.