Account Executive - SLED, Wisconsin and Iowa

Responsibilities

Drive SLED Revenue Growth: Own a defined U.S. SLED territory and meet or exceed quota through disciplined territory development, pipeline generation, and deal execution. Create New Opportunities: Identify target accounts, conduct direct outbound prospecting, and build relationships with public-sector IT and security leaders.

Build and Maintain Pipeline: Generate pipeline through outbound activity, customer referrals, partner relationships, events, and strategic account planning. Manage the Full Sales Cycle: Lead opportunities from prospecting through discovery, stakeholder alignment, technical validation, procurement, negotiation, and contract execution.

Sell to IT and Security Leaders: Engage IT Directors, CISOs, CIOs, Infrastructure Directors, SysAdmins, security teams, procurement stakeholders, and executive decision-makers. Navigate SLED Buying Processes: Manage multi-stakeholder sales cycles, RFPs, security reviews, procurement workflows, cooperative purchasing, contract vehicles, and reseller-led motions.

Develop Partner Relationships: Build relationships with reseller representatives and other partners who can provide introductions and help uncover opportunities. Prioritize High-Value Opportunities: Recognize where meaningful revenue potential exists and focus time and resources accordingly.

Partner with Solutions Engineers: Collaborate with pre-sales and technical resources to support discovery, demonstrations, evaluations, and technical validation. Execute Account Expansion Strategy: Identify upsell and cross-sell opportunities within existing SLED customers to support long-term growth and retention.

Maintain Sales Discipline: Keep forecasts, opportunity details, next steps, and account activity accurate in Salesforce. Share Market Intelligence: Provide feedback on customer priorities, competitive activity, procurement trends, and territory-specific opportunities.

Operate with Ownership: Work independently in a remote-first environment while collaborating with Sales, Marketing, Channel, Product, Customer Success, and Sales Leadership.

Requirements & Qualifications

Proven quota-carrying experience selling cybersecurity software into state, local, and education accounts in the states of Wisconsin and Iowa. Established relationships and strong market knowledge within a defined SLED territory, including familiarity with relevant customers, resellers, partners, and procurement channels.

Proven success operating as a hunter and generating new pipeline through direct outbound prospecting, cold outreach, referrals, partner relationships, and territory development. Demonstrated ability to identify target SLED accounts, open new relationships, create demand, and develop opportunities without waiting for formal RFPs.

Experience managing full-cycle, multi-stakeholder SLED sales processes from initial outreach through close. Strong understanding of public-sector procurement, including RFPs, cooperative purchasing, contract vehicles, reseller-led sales, security reviews, and government budget cycles.

Experience selling cybersecurity, endpoint management, patch management, vulnerability management, EDR, MDR, IAM, IT operations, infrastructure, or closely related technical solutions. Experience engaging IT Directors, CISOs, CIOs, Infrastructure Leaders, SysAdmins, security teams, procurement stakeholders, and technical buying committees.

• Proven success owning and closing complex deals with an average deal value of at least $30,000.
• Demonstrated ability to evaluate and prioritize opportunities based on customer need, revenue potential, and likelihood of success.
• Excellent discovery, consultative selling, negotiation, account planning, and relationship-building skills.
• Strong forecasting discipline and consistent Salesforce hygiene.

• Ability to operate independently, maintain consistent outbound activity, and create structure within a developing territory.
• Comfortable working in a high-growth, fast-paced, remote-first environment.
• Available to begin as soon as possible based on business needs.

Benefits & Perks

A collaborative environment encouraging you to own your domain and implement best practices Stable income, benefits, flexible working hours, and opportunities for promotion. Friendly and professional peers, eager to help and help you grow. A multitude of interesting challenges and opportunities.