Account Executive (SLED)

TL;DR

Account Executive (SLED): Driving revenue growth and digital transformation for State, Local Government, and Education organizations using an AI-first hybrid observability platform with an accent on C-level relationship management and channel strategy. Focus on closing net-new business, articulating the value of AI-driven observability, and managing complex public-sector procurement cycles.

Location: Remote for candidates based in Sacramento, CA

Salary: $123,000 — $150,000 USD

Company

AI-first hybrid observability platform providing complete visibility and actionable intelligence across on-premises, cloud, and edge environments.

What you will do

• Build relationships with CTOs, CIOs, and SLED stakeholders to identify business challenges and objectives.
• Apply a consultative sales approach to deliver tailored, value-driven SaaS enterprise solutions.
• Position AI-enabled observability and automation to improve system reliability and operational efficiency.
• Manage complex sales cycles to secure net-new business while expanding existing accounts.
• Utilize AI tools for account strategy, pipeline management, forecasting, and developing targeted messaging.
• Maintain detailed records of customer interactions and risks within Salesforce.

Requirements

• Must be authorized to work in the US on a full-time, permanent basis without requiring sponsorship.
• 8+ years of experience selling B2B technology solutions, specifically into SLED organizations.
• Proven success building and sustaining C-level relationships within government and education sectors.
• Ability to clearly articulate complex cloud, SaaS, and AI-enabled technologies.
• Ability to travel up to 75%.
• Bachelor’s degree or equivalent relevant experience.

Nice to have

• Familiarity with the MEDDPICC sales methodology.

Culture & Benefits

• Unlimited vacation policy.
• Comprehensive health, dental, and vision coverage.
• 401K with company matching.
• Lifestyle Spending Account and Employee Assistance Program.
• Culture rooted in trust, customer obsession, and agility, certified as a Great Place To Work®.