Senior Account Executive, SLED

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

📋 Description

• Manage a designated portfolio of Federal Civilian, DOJ, and/or SLED accounts, responsible for generating pipeline, expanding opportunities, and securing bookings.

• Oversee the complete sales cycle from initial discovery to closing, including the coordination of RFPs, RFIs, task orders, and contract renewals.

• Formulate and implement strategic account plans that align with agency missions, funding cycles, and procurement schedules.

• Establish and nurture multifaceted relationships with agency stakeholders, including program and mission owners, technical and architectural leaders, procurement and contracting officers, and executive leadership (SES, CIO/CTO organizations).

• Serve as a trusted advisor by connecting customer mission outcomes to platform capabilities and ensuring value realization.

• Develop and sustain a qualified pipeline that aligns with quarterly and annual booking targets.

• Deliver precise forecasting and deal assessments within CRM, considering public sector timing and risks.

• Ensure adherence to Federal and SLED procurement regulations, internal approval processes, and pricing standards.

• Work collaboratively with systems integrators, resellers, and channel partners to enhance deal strategy and customer outreach.

• Coordinate cross-functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Federal Operations.

• Navigate partner-led and prime/subcontractor deal structures as required.

⛳️ Requirements

• Proven track record in selling enterprise B2B software or technology solutions to Federal and/or SLED clients.

• Demonstrated success in driving six and seven-figure deals within public sector settings.

• Strong knowledge of Federal or SLED procurement processes, including contract vehicles and funding cycles.

• Exceptional communication, negotiation, and consultative selling skills at the executive level.

• Preferred background in selling data platforms, infrastructure software, or mission-critical systems.

• Familiarity with prominent Federal SIs, channel partners, and contracting vehicles.

• Capability to influence without direct authority and lead intricate internal deal teams.

🏝️ Benefits

• Comprehensive medical, dental, vision, life & disability, and financial benefits (including a 401(k) retirement savings plan).

• Tuition Reimbursement program.

• Additional voluntary benefits such as critical illness/hospital indemnity, identity theft protection, auto & home insurance, legal services, and pet insurance.

• Competitive salary with uncapped commission and a top-tier Employee Stock Purchase Program (ESPP) featuring a 27-month lookback.

• Flexible paid vacation time, a paid day off for your birthday, and company holidays.

• A variety of leave plans, including Parental Leave.

• Employee Assistance Program (EAP) and a well-being program focused on physical, mental, and financial health.