Enterprise Account Executive- Public Sector

We are seeking a results-driven Public Sector Account Executive to lead the acquisition of new State, Local, and Education (SLED) and Federal government clients. You will be responsible for identifying, developing, and closing new business opportunities across government agencies and educational institutions, building strong relationships with agency leadership, program owners, contracting officials, and technical teams, while navigating the unique procurement and compliance requirements of the public sector.

As an individual contributor, you will independently manage your pipeline and capture strategy, collaborating with internal presales and marketing teams as well as public sector channel, reseller, and teaming partners and system integrators.

Responsibilities

• Identify, prospect, and secure new SLED and Federal agency accounts (“new logos”) within the assigned public sector territory.
• Develop and execute strategic territory and capture plans across state, local, education, and federal (civilian and defense) accounts to achieve and exceed quarterly and annual targets.
• Manage the full public sector sales cycle, from lead generation and qualification, through RFI/RFP response, proposal, and negotiation, to close.
• Build and maintain strong relationships with key government stakeholders, including program managers, contracting officers, and agency executives such as CIOs and CISOs.
• Apply the MEDDPICC sales methodology and best practices in complex, consultative public sector sales.
• Stay abreast of technology trends, policy changes, and government mandates (e.g., Zero Trust and cybersecurity directives) relevant to government and education customers.
• Partner with internal government affairs and policy teams to align account strategy with legislative developments, agency priorities, and emerging government mandates.
• Collaborate cross-functionally with presales, marketing, delivery, and public sector channel and teaming partners to ensure customer success.
• Report status and pipeline metrics using CRM and reporting tools.
• Navigate government procurement processes and sell through public sector contract vehicles and cooperative purchasing agreements, including GSA Multiple Award Schedule (MAS), NASA SEWP, NITAAC (CIO-CS/CIO-SP), other GWACs, and NASPO ValuePoint and state/local cooperative contracts, in partnership with resellers and distributors.
• Articulate the compliance and security value of the solution within regulated government environments, referencing frameworks such as FedRAMP, StateRAMP, GCC High, FISMA, CJIS, and DoD Impact Levels (IL2–IL5).
• Align capture, pipeline, and forecasting strategy to public sector budget and appropriations cycles, including the federal fiscal year-end and state and local budget calendars.

Requirements

• Minimum 5 years of experience in enterprise or public sector sales, preferably selling tech/software to SLED and/or Federal government customers.
• Proven track record of winning new government logos and exceeding quotas in complex, consultative sales environments.
• Technical acumen to communicate value to both agency IT teams and executive decision makers such as CIOs and CISOs.
• Demonstrated experience using the MEDDPICC sales methodology.
• Excellent communication, negotiation, and influencing skills.
• Ability to work autonomously and remotely, effectively managing multiple priorities and opportunities.
• Working knowledge of government procurement processes, contract vehicles (e.g., GSA MAS, SEWP, GWACs, NASPO ValuePoint), and RFI/RFP/RFQ response processes.
• Familiarity with public sector compliance and security frameworks such as FedRAMP, StateRAMP, FISMA, CJIS, and DoD Impact Levels is a strong advantage.
• Established relationships with public sector channel and teaming partners, resellers, and system integrators are a plus.
• S. citizenship and eligibility to obtain a U.S. government security clearance may be required for certain federal engagements.
• Willingness to travel as business needs require, including to agency sites, industry days, and public sector events.

Key Soft Skills

• Strategic, mission-oriented mindset with a results-driven approach
• Ability to influence and engage across all levels of government, from program staff to agency executives
• Adaptability, resilience, and patience for long public sector procurement cycles
• Passion for technology, the public sector mission, and continuous learning