Account Executive, SLED

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

📋 Description

• Take charge of the complete sales cycle, from account strategy and opportunity discovery to procurement, awarding, and expansion.

• Forge relationships with senior IT, Security, and mission leaders within state agencies, local governments, and higher education institutions.

• Provide guidance to customers on AI automation and IT modernization initiatives.

• Navigate through acquisition processes, budget cycles, funding sources, and procurement pathways.

• Develop and nurture relationships with resellers, systems integrators, and channel partners.

• Present demonstrations and business cases linked to mission outcomes, cost efficiency, and workforce productivity.

• Collaborate with security and product teams on the compliance roadmap for FedRAMP, StateRAMP, and Illinois-level standards.

• Develop repeatable public-sector playbooks that outline territory strategy, partner models, pricing, and contract structures.

• Represent Serval at industry events, agency briefings, and conferences.

• Travel frequently within the region and undertake additional quarterly trips.

• Maintain forecasting and pipeline accuracy in Salesforce.

⛳️ Requirements

• Minimum of 6 years of full-cycle B2B SaaS sales experience.

• At least 3 to 4 years of direct sales experience with state agencies or similar entities.

• Consistent achievement of top-tier sales performance.

• Demonstrated success in closing public sector software contracts.

• Experience managing procurement cycles ranging from 6 to 18 months, including contract vehicles and partnerships.

• Established connections within SLED IT, Security, or modernization leadership.

• Familiarity with government acquisition procedures and budget cycles.

• Knowledge of FedRAMP, StateRAMP, and NIST compliance frameworks.

• Skills in strategic account planning and multi-threading across various program offices and stakeholders.

• Proficient in executive communication, presentations, negotiations, and storytelling.

• Capacity to excel in unstructured environments and establish processes.

• Willingness to travel regularly to client sites and events.

• Nice to have: experience as an early or founding seller in a commercial SaaS company entering the public sector.

• Nice to have: background in selling IT service management, identity, security, or automation platforms.

• Nice to have: familiarity with FedRAMP or agency ATO processes.

• Nice to have: experience in early-stage, high-growth startups.

• Nice to have: recognition such as President’s Club, top 10%, or rapid promotion.

🏝️ Benefits

• Significant early-stage equity.

• Comprehensive health insurance coverage.

• Flexible paid time off (PTO).

• Daily meals and snacks provided.

• Access to an onsite gym.

• Frequent team events and offsite activities.

• Opportunities for growth with backing from an experienced team and investors.