Enterprise Account Executive – Public Sector

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

📋 Description

• Identify, pursue, and secure new accounts within SLED and Federal agencies in the designated public sector territory.

• Create and implement strategic plans for territory and capture across state, local, education, and federal clients.

• Oversee the entire public sector sales process from lead generation and qualification to RFI/RFP responses, proposals, negotiations, and closing deals.

• Establish and nurture relationships with government stakeholders, including program managers, contracting officers, CIOs, CISOs, and agency executives.

• Utilize the MEDDPICC sales methodology in intricate, consultative public sector sales scenarios.

• Keep abreast of technology trends, policy shifts, and government mandates pertinent to government and education clientele.

• Collaborate with government affairs and policy teams regarding legislative updates, agency priorities, and mandates.

• Work alongside presales, marketing, delivery, channel, teaming, reseller, distributor, and system integrator partners.

• Provide status updates and pipeline metrics using CRM and reporting tools.

• Navigate through government procurement processes and public sector contract vehicles, including cooperative purchasing agreements.

• Convey compliance and security value using frameworks such as FedRAMP, StateRAMP, GCC High, FISMA, CJIS, and DoD Impact Levels IL2–IL5.

• Align strategies for capture, pipeline, and forecasting with public sector budget and appropriations cycles.

⛳️ Requirements

• At least 5 years of experience in enterprise or public sector sales, ideally with technology/software sales to SLED and/or Federal government clients.

• A proven history of acquiring new government accounts and surpassing quotas in complex, consultative sales environments.

• Technical skills to effectively communicate value to agency IT teams and executive decision-makers, including CIOs and CISOs.

• Demonstrated proficiency using the MEDDPICC sales methodology.

• Exceptional communication, negotiation, and influencing abilities.

• Capability to work independently and remotely while juggling multiple priorities and opportunities.

• Familiarity with government procurement processes, contract vehicles such as GSA MAS, SEWP, GWACs, and NASPO ValuePoint, along with RFI/RFP/RFQ response protocols.

• Knowledge of public sector compliance and security frameworks like FedRAMP, StateRAMP, FISMA, CJIS, and DoD Impact Levels is a considerable advantage.

• Established connections with public sector channel and teaming partners, resellers, and system integrators are beneficial.

• U.S. citizenship and eligibility for obtaining a U.S. government security clearance may be necessary for specific federal engagements.

• Willingness to travel as required by business needs, including visits to agency sites, industry events, and public sector gatherings.

• A strategic, mission-oriented mindset with a focus on results.

• Ability to influence and engage at all levels of government.

• Adaptability, resilience, and patience for lengthy public sector procurement cycles.

• A passion for technology, commitment to the public sector mission, and a desire for continuous learning.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health benefits, including medical, dental, and vision coverage.

• Retirement savings plan with company matching contributions.

• Opportunities for professional development and continuous learning.

• Flexible work arrangements to promote work-life balance.