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