Senior Account Executive - SLED focus West Coast US

Revenue & Account Ownership 

• Own a portfolio of SLED accounts, accountable for pipeline creation, expansion, and bookings. 
• Lead end to end sales cycles from discovery through close, including coordination of RFPs, RFIs, task orders, and contract renewals. 
• Develop and execute strategic account plans aligned to funding cycles, and procurement timelines. 

SLED Stakeholder Engagement 

• Build and maintain multi-threaded relationships across customer stakeholders, including:  
• Program owners 
• Technical and architecture leaders 
• Procurement and contracting officers 
• Executive leadership (CIO/CTO organizations) 
• Act as a trusted advisor by linking customer mission outcomes to platform capabilities and value realization. 

Pipeline, Forecasting & Compliance 

• Build and maintain a qualified pipeline aligned to quarterly and annual bookings targets. 
• Provide accurate forecasting and deal inspection within CRM, reflecting Customer timing and risk factors. 
• Ensure compliance with SLED procurement rules, internal approval frameworks, and pricing guidelines. 

Partner & Ecosystem Collaboration 

• Collaborate closely with systems integrators, resellers, and channel partners to support deal strategy and customer coverage. 
• Coordinate cross functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Sales Operations. 

Your background:  

• Proven experience selling enterprise B2B software or technology solutions into SLED customers. 
• Demonstrated success driving six and seven figure deals within SLED environments. 
• Strong understanding of SLED procurement processes, including contract vehicles and funding cycles. 
• Excellent executive communication, negotiation, and consultative selling skills. 

Preferred 

• Experience selling data platforms, infrastructure software, or mission critical systems. 
• Ability to influence from outside the organization and lead complex internal deal teams. 

Success Measures 

• Achievement of quarterly and annual SLED bookings targets 
• Pipeline health and forecast accuracy 
• Expansion within existing agencies and penetration of new mission areas 
• Strength and durability of executive level customer relationships 

If this sounds like you and fits your experience and career goals, we’d be happy to chat.    

What we offer in return is the opportunity to experience a great company culture with wonderful colleagues to learn from and collaborate with and also to enjoy:   

• Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan. Tuition Reimbursement program. Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance.  
• Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback 
• Flexible paid vacation time, paid day off for your birthday, and company holidays. A variety of leave plans, including Parental Leave. 
• Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health.