Senior Account Executive

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

📋 Description

• Drive the growth of new business opportunities.

• Take ownership of the complete sales cycle from prospecting to closing across Federal and SLED accounts.

• Generate and manage a sales pipeline through outbound prospecting, partner engagement, events, and strategic account development.

• Identify and penetrate new accounts using a multi-threaded sales strategy.

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

• Lead intricate sales cycles in the public sector.

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

• Understand and position solutions within compliance frameworks such as FedRAMP, GovRAMP, accessibility, security, and data privacy requirements.

• Coordinate internal resources including Sales Engineering, Product, Security, and Executive Leadership during the sales process.

• Develop and implement account strategies that align with budget cycles, grant funding, legislative priorities, and modernization initiatives.

• Maintain precise forecasting and pipeline management within the CRM - HubSpot.

• Drive deal momentum, next steps, and executive alignment throughout the sales cycle.

• Create compelling business cases and ROI-driven value propositions.

• Negotiate terms and finalize strategic multi-year agreements.

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

• Work with Marketing and BDR teams on account-based campaigns and strategies for penetrating target accounts.

• Support strategic events, conferences, webinars, and initiatives for industry engagement.

⛳️ Requirements

• 5+ years of experience in SaaS sales with a proven history of exceeding quotas.

• Experience in selling to US Public Sector accounts, including SLED and/or Federal.

• Proven experience managing complex, multi-stakeholder enterprise sales cycles.

• Strong capabilities in outbound prospecting and account penetration.

• Demonstrated success in navigating procurement-driven sales environments.

• Preferred qualifications include experience in selling LMS, HRTech, Talent, Compliance, or Workforce Development solutions.

• Familiarity with government purchasing mechanisms and public sector procurement processes.

• Understanding of FedRAMP, GovRAMP, accessibility, and public sector security considerations.

• Experience working with channel or implementation partners.

• Experience with MEDDPICC or structured enterprise sales methodologies is preferred.

🏝️ Benefits

• Unlimited PTO.

• Enhanced Parental Leave.

• Opportunities for Professional Development.

• Annual Wellbeing Allowance.

• Home working setup allowance for new joiners.

• Additional Paid Leave: Day off for your birthday and working days between Christmas and New Year's Eve.