State-Local Government and Education Account Executive-Remote

Job Summary

The State and Local Government and Education Account Executive drives net-new customer acquisition across the Education and State & Local Government market. This role is focused on outbound prospecting, in-person territory engagement, and closing new business with school districts, higher education institutions, municipalities, and state and local government agencies.

• New Business Development (Education + SLED Focus)
  • Own the full sales cycle from prospecting through close across an assigned Education/SLED territory
  • Proactively identify and pursue new logo opportunities with K–12 districts, higher ed, and local/state government entities
  • Build and manage a robust pipeline of qualified, net-new opportunities through cold outreach, field visits, and local networking
  • Drive consistent deal progression through complex public sector buying processes
  • Meet or exceed quarterly and annual revenue targets tied to new customer acquisition
• Field Sales Execution
  • Conduct in-person and remote discovery sessions with superintendents, CIOs, procurement leaders, and government stakeholders
  • Deliver compelling on-site presentations, demos, and solution workshops tailored to public sector needs
  • Navigate complex buying committees, board-level stakeholders, and multi-threaded decision cycles
  • Lead negotiations around pricing, contract structure, and compliance requirements
  • Close deals through procurement-driven motions including RFPs, cooperative contracts, and budget-based purchasing windows
• Territory & Public Sector Pipeline Management
  • Develop and execute a territory plan aligned to Education and SLED customer segments and funding cycles
  • Strategically plan weekly field activity to maximize coverage of priority districts and agencies
  • Maintain accurate pipeline management, forecasting, and CRM discipline
  • Track procurement timelines, fiscal year budgets, and renewal/expansion pathways
• Cross-Functional Collaboration
  • Partner with SDR, Marketing, Solutions Engineering, and Customer Success to drive territory outcomes
  • Coordinate field-based pilots, stakeholder meetings, and executive engagement
  • Ensure smooth handoff of closed deals into onboarding and long-term customer success
• Other duties as assigned

This position has no supervisory responsibilities.

Travel Requirements: 25-50%

Minimum: 4 Year/Bachelor’s Degree

Minimum Years of

Experience:

5 years B2B field sales experience with a strong emphasis on net-new logo acquisition with proven success closing deals in Education and/or State & Local Government (SLED) environments.

• Demonstrated ability to navigate public sector procurement processes, RFPs, and multi-stakeholder decision-making
• Track record of consistently meeting or exceeding quota in competitive, complex sales cycles
• Experience building pipeline through outbound prospecting and territory-based selling
• Valid driver’s license and ability to travel regularly within territory
• Strong CRM proficiency (Salesforce or equivalent)
• Relentless hunter mindset with resilience and persistence
• Strong executive-level presence and in-person communication skills
• Ability to build trust quickly with Education and Government leaders
• Strategic territory planning and disciplined execution
• Excellent negotiation, forecasting, and deal orchestration capabilities
• Preferred:
  • Experience selling SaaS or enterprise technology solutions into K–12, higher education, or government agencies
  • Strong understanding of public sector funding cycles, compliance, and contracting frameworks
  • Training in MEDDICC, or similar enterprise sales methodologies

• Ability to sit and/or stand at a desk and work with a computer for extended periods of time.
• Dexterity of hands and fingers to operate a computer keyboard, mouse, tools, and to handle other computer components.
• Regular and predictable attendance required.

This position has access to highly confidential, sensitive information relating to the employees, customers, and technologies of Sorenson Communications. It is essential that applicant possess the…