Strategic Account Executive (SLED West)

About the Role

Key Responsibilities

• Prospect into large State, Local, and Education organizations while running an efficient sales process
• Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts
• Develop a deep comprehension of customer's business
• Negotiate favorable pricing and business terms with large SLED enterprises by selling value and ROI
• Handle existing customer expectations while expanding reach and depth into assigned territory
• Demonstrate resourcefulness when faced with challenges that defy easy solution
• Have intuitive sense of necessary steps to close business and gain customer validation
• Identify robust set of value drivers behind all opportunities
• Ensure high forecasting accuracy and consistency

Requirements

• Someone with 5+ years closing experience (mix of field selling within assigned SLED region)
• Someone with 2-3+ years of SLED/Gov sales experience
• Driven and have met/exceeded direct sales goals of 1M+ and operated with an average deal size of $100k+
• Able to demonstrate methodology to prospect and build pipeline on your own
• Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred)
• Experienced in selling into large SLED organizations with the ability to win new logos
• Able to sit up to 4 hours, traveling to and from client sites
• Able to travel via auto, train or air up to 70% of the time

Nice to Have

• Familiarity with the Command of the Message (COM) sales process and/or the MEDDIC selling and deal qualification approach
• President's Club, top rep, top percentile performer, consistent YoY overachievement
• Consistent deal sizes of $500k+

Qualifications

• 5+ years of closing experience in sales, preferably in SLED or government sectors
• 2-3+ years of SLED/Gov sales experience
• Proven track record of meeting/exceeding sales targets of $1M+
• Experience working in SaaS, IT infrastructure, or similar technology fields
• Ability to travel up to 70% of the time

Benefits & Perks

• High income earning opportunities based on self performance
• New hire stock equity (RSU) and employee stock purchase plan (ESPP)
• Continuous professional development, product training, and career pathing
• Sales training in MEDDIC and Command of the Message
• Intra-departmental mentor and buddy program for in-house networking
• An inclusive company culture, opportunity to join our Community Guilds
• Generous and competitive medical benefits package
• Retirement savings match
• Pet adoption and insurance program
• Healthcare, dental, parental planning, and mental health benefits
• A 401(k) plan and match, paid time off, fitness reimbursements, and a discounted employee stock purchase plan