New Business Account Executive State Local and Education

You will acquire new customer accounts within the State, Local and Education market. You will generate pipeline through high-volume outbound prospecting, lead discovery meetings, develop territory plans, manage complex sales cycles, and coordinate technical evaluations and post-sale transitions. You will use sales methodologies to qualify opportunities, maintain accurate Salesforce records and forecasts, and exceed quota targets.

Responsibilities

• Own the full new-logo acquisition cycle
• Build and maintain 3–4x pipeline coverage through high-volume prospecting
• Execute daily prospecting through cold calling, email sequences, social selling, and outbound strategies
• Run discovery meetings and articulate value propositions for executive stakeholders
• Navigate complex sales processes with C-level executives, IT leaders, and buying committees
• Develop and execute strategic territory plans and account prioritization strategies
• Partner on technical evaluations, proof of concepts, and post-sale transitions
• Use MEDDPICC and Command of the Message to qualify opportunities and manage deal velocity
• Maintain detailed Salesforce records, competitive intelligence, and accurate forecasts
• Exceed quotas while maintaining pipeline velocity and activity levels

Requirements

• B2B SaaS sales experience focused on new business development and net-new logo acquisition
• Proven success closing new logos
• Pipeline generation and greenfield territory-building experience
• Experience with consumption-based or usage-based business models
• Consultative discovery and qualification skills for C-level stakeholders
• Ability to manage multiple complex opportunities and compress sales cycles
• Executive-level communication, storytelling, and presentation skills
• Proficiency with Salesforce, Clari, Outreach, ZoomInfo, Cognism, LinkedIn Sales Navigator, Gong, and 6sense

Benefits

• Health, financial, and well-being benefits
• Flexible paid time off
• Team Member Resource Groups
• Equity compensation and employee stock purchase plan
• Growth and Development Fund
• Parental leave