Own outbound and in-territory prospecting for a defined SLED/local government patch (target lists, sequences, call blocks, field days)
Travel regularly to meet stakeholders on-site (office visits, regional events, association meetings, conferences) and build relationships that convert into pipeline
Lead first meetings and discovery calls: qualify needs, map stakeholders, uncover workflows, and validate urgency and path to purchase
Coordinate and support demos/pilots by aligning the right internal resources, preparing notes, and capturing requirements clearly
Navigate public-sector realities (procurement processes, budget cycles, RFP/RFI signals, approvals, compliance/security requirements) and keep deals moving forward
Maintain strong Salesforce hygiene: account plans, stakeholder maps, meeting notes, next steps, and pipeline forecasts leadership can rely on
Create a steady feedback loop to product: trends you’re hearing, objections, competitive intel, and insights that inform roadmap prioritization

4–6+ years of experience in AE, inside sales, or territory development roles, ideally with meaningful field time
Experience selling into SLED/local government (or adjacent public-sector environments), with comfort navigating procurement and budget cycles
Proven hunter mindset: ability to build pipeline from scratch, handle rejection, and stay disciplined on activity and follow-through
Strong discovery and communication skills: you ask sharp questions, run first calls confidently, and synthesize what matters
Willingness and ability to travel frequently within a defined territory
Comfort operating in a fast-moving environment with ambiguity, iteration, and evolving process
Strong CRM proficiency (Salesforce preferred)

Account Executive

Key skills