Senior Account Executive

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

📋 Description

• Propel New Business Expansion

• Take charge of the entire sales cycle from prospecting to closure across Federal and SLED accounts

• Create and oversee pipeline through outbound prospecting, partner interactions, events, and strategic account development

• Identify and engage new accounts utilizing a multi-threaded sales strategy

• Establish executive relationships across HR, Learning & Development, IT, Procurement, Compliance, and Operations departments

• Manage Complex Public Sector Sales Cycles

• Navigate governmental procurement processes including RFPs, RFIs, cooperative contracts, and purchasing mechanisms

• Comprehend and position compliance frameworks such as FedRAMP, GovRAMP, accessibility, security, and data privacy standards

• Coordinate internal resources such as Sales Engineering, Product, Security, and Executive Leadership throughout the sales journey

• Develop and implement account strategies aligned with budget cycles, grant funding, legislative priorities, and modernization efforts

• Ensure accurate forecasting and pipeline management within CRM - HubSpot

• Craft compelling business cases and ROI-driven value propositions

• Negotiate terms and finalize strategic multi-year contracts

• Collaborate closely with channel and implementation partners to enhance reach and expedite opportunities

• Partner with Marketing and BDR teams on account-based campaigns and strategies for target account penetration

• Assist in strategic events, conferences, webinars, and industry engagement initiatives

⛳️ Requirements

• Over 5 years of SaaS sales experience with a history of surpassing quotas

• Proven experience selling to US Public Sector accounts, including SLED and/or Federal

• Skilled in managing intricate, multi-stakeholder enterprise sales cycles

• Strong abilities in outbound prospecting and account penetration

• Demonstrated success in navigating procurement-driven sales environments

• Experience selling LMS, HRTech, Talent, Compliance, or Workforce Development solutions (preferred)

• Knowledge of government purchasing mechanisms and public sector procurement processes (preferred)

• Understanding of FedRAMP, GovRAMP, accessibility, and public sector security considerations (preferred)

• Experience working with channel or implementation partners (preferred)

• Familiarity with MEDDPICC or structured enterprise sales methodologies is preferred

🏝️ Benefits

• Unlimited PTO

• Enhanced Parental Leave

• Professional Development Opportunities

• Annual Wellbeing Allowance

• New Joiner home working set-up allowance

• Additional Paid Leave: Birthday off, Working days between Christmas and New Year's Eve