State - local Government And Education Account Executive

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