SLED Account Executive

What You Will Do Daily:

Manage the entire sales cycle (qualifying > close) in SLED accounts in the Eastern United States with New York as the largest focus

Qualify inbound leads for new opportunities and demonstrate the value of our product in the CI/CD lifecycle

Manage outbound prospecting efforts within your territory to find new sales opportunities

Evolve the Strategic Account plan for Existing SLED Accounts to ensure Customer Satisfaction and expand their renewals.

Leverage existing relationships in State government departments to find new business in additional departments and agencies.

Collaborate with sales development resources and partners to help find new sales opportunities within your territory

Work with the solution engineering team to help prospects run successful trials of the enterprise versions of the solution

Leverage Salesforce and Clari to accurately forecast new business within the month and quarter

Interact with customers over the phone, email, and video conference

Proactively engage in building, growing, and sharing sales team best practices

Keep up with market trends in Government and Education, especially regulations that pertain to their applications and software development

The Experience You Will Need:

Proven sales success of 5+ years of experience in a B2G sales role, ideally in a SaaS or subscription model; preferably in the DevOps / Open Source software markets

Experience selling a technical product to a technical buyer

3+ Years of SLED Software sales experience

Hunter mentality, proven willingness and desire to roll up the sleeves and execute as a self-starter

Strong Channel and Partner Selling Sophistication

Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach)

Salesforce.com/CRM expertise; you know it and can’t imagine sales without it

Proficiency with tools to automated sales campaigns; Salesloft or equivalent

Proficiency with tools to research contracts and contacts; GovSpend, ZoomInfo or equivalent

Customer-Centric focus; We Want Successful Customers

Language Skills: English