State - local Government And Education Account Executive - remot

State And Local Government And Education Account Executive

The State and Local Government and Education Account Executive drives net-new customer acquisition across the Education and State and Local Government market. This role is focused on outbound prospecting, in-person territory engagement, and closing new business with school districts, higher education institutions, municipalities, and state and local government agencies.

Essential Duties and Responsibilities

New Business Development (Education + SLED Focus)

Own the full sales cycle from prospecting through close across an assigned Education/SLED territory

Proactively identify and pursue new logo opportunities with K-12 districts, higher ed, and local/state government entities

Build and manage a robust pipeline of qualified, net-new opportunities through cold outreach, field visits, and local networking

Drive consistent deal progression through complex public sector buying processes

Meet or exceed quarterly and annual revenue targets tied to new customer acquisition

Field Sales Execution

Conduct in-person and remote discovery sessions with superintendents, CIOs, procurement leaders, and government stakeholders

Deliver compelling on-site presentations, demos, and solution workshops tailored to public sector needs

Navigate complex buying committees, board-level stakeholders, and multi-threaded decision cycles

Lead negotiations around pricing, contract structure, and compliance requirements

Close deals through procurement-driven motions including RFPs, cooperative contracts, and budget-based purchasing windows

Territory and Public Sector Pipeline Management

Develop and execute a territory plan aligned to Education and SLED customer segments and funding cycles

Strategically plan weekly field activity to maximize coverage of priority districts and agencies

Maintain accurate pipeline management, forecasting, and CRM discipline

Track procurement timelines, fiscal year budgets, and renewal/expansion pathways

Cross-Functional Collaboration

Partner with SDR, Marketing, Solutions Engineering, and Customer Success to drive territory outcomes

Coordinate field-based pilots, stakeholder meetings, and executive engagement

Ensure smooth handoff of closed deals into onboarding and long-term customer success

Other duties as assigned

Supervisory Responsibility

This position has no supervisory responsibilities.

Travel Requirements

Travel Requirements: 25-50%

Education

Minimum:

4 Year/Bachelor's Degree

Experience

Minimum Years of Experience:

5 years B2B field sales experience with a strong emphasis on net-new logo acquisition with proven success closing deals in Education and/or State and Local Government (SLED) environments

Knowledge, Skills, and Abilities

Demonstrated ability to navigate public sector procurement processes, RFPs, and multi-stakeholder decision-making

Track record of consistently meeting or exceeding quota in competitive, complex sales cycles

Experience building pipeline through outbound prospecting and territory-based selling

Valid driver's license and ability to travel regularly within territory

Strong CRM proficiency (Salesforce or equivalent)

Relentless hunter mindset with resilience and persistence

Strong executive-level presence and in-person communication skills

Ability to build trust quickly with Education and Government leaders

Strategic territory planning and disciplined execution

Excellent negotiation, forecasting, and deal orchestration capabilities

Preferred:

Experience selling SaaS or enterprise technology solutions into K-12, higher education, or government agencies

Strong understanding of public sector funding cycles, compliance, and contracting frameworks

Training in MEDDICC, or similar enterprise sales...