Sales Executive, Public Sector SLED

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Requirements:

• 5+ years of successful SaaS or recurring software sales experience, preferably within the SLED or regulated utilities sectors. FED sales experience is a plus.
• Exceptional ability to establish trust and credibility with customers at all levels.
• Demonstrated success in new business acquisition, account expansion, and achieving/exceeding sales targets.
• Familiarity with public sector sales cycles, procurement processes, and compliance requirements.
• Experience selling into the CMO, head of Digital Experience and/or Dev Ops ideal.
• Experience working cross-functionally with internal teams such as Customer Success, Marketing, and Deal Desk.
• Excellent verbal and written communication skills, with the ability to create and deliver impactful presentations.
• Proficiency in using CRM systems (e.g., Salesforce) and other sales tools.
• Knowledge of state and local government procurement policies, current regulation and higher education systems.
• Familiarity with regulated utilities and their operational needs.

Responsibilities:

• Manage a set of named accounts within the SLED and regulated utilities sectors.
• Develop deep relationships with key decision-makers and stakeholders.
• Serve as a trusted advisor, understanding customer needs and aligning solutions accordingly.
• Identify, qualify, and develop new business opportunities to achieve or exceed sales targets.
• Build and execute a territory plan to drive pipeline growth.
• Collaborate with SDRs to ensure effective lead generation and nurturing.
• Own the end-to-end sales process, including prospecting, pitching, negotiating, and closing deals.
• Deliver compelling business presentations and proposals tailored to customer needs.
• Manage expansion opportunities by identifying additional use cases and upsell/cross-sell opportunities within existing accounts.
• Partner with Customer Success to ensure seamless onboarding and ongoing value realization for customers.
• Work closely with Renewals Specialists to support contract renewals and minimize churn.
• Collaborate with Deal Desk to structure competitive and profitable deals.
• Engage with Field Marketing to leverage campaigns and events that drive demand.
• Maintain accurate and up-to-date records in the CRM system, ensuring pipeline data, account details, and deal progress are current.
• Forecast sales performance and provide regular updates to leadership.
• Stay informed about market trends, competitor activities, and industry developments.