FormativGroup - Salesforce Account Executive - SLED
Requirements
• 5-15 years of successful enterprise technology sales experience. • Minimum 3 years selling Salesforce consulting, implementation, managed services, or related cloud solutions. • State Government • Local Government • Higher Education • Consistent track record of exceeding quota. • Experience managing sales cycles ranging from $100K to $5M+. • Strong understanding of Salesforce platform capabilities and ecosystem. • Experience collaborating with Salesforce partner and direct sales organizations. • Exceptional executive presence and communication skills. • Ability to travel up to 30%. • Existing relationships with Salesforce Public Sector account teams. • Public Sector Solutions • Education Cloud • Experience Cloud • AI and Analytics solutions • Understanding of public sector procurement processes, contract vehicles, and budgeting. • Experience selling consulting services, digital transformation, cloud, data, or application modernization solutions. • Salesforce certifications are a plus. • Success Profile • A hunter first with a strong business development mindset. • Well-connected within the Salesforce ecosystem. • Passionate about helping public sector organizations improve citizen and student outcomes. • Comfortable engaging C-level executives and technical stakeholders. • Strategic, disciplined, and highly accountable. • Entrepreneurial and excited to help scale a high-growth consulting organization. • Key Performance Indicators (KPIs) • Annual Revenue Attainment • New Logo Acquisition • Salesforce-Sourced Pipeline Generation • Qualified Pipeline Coverage • Partner-Generated Opportunities • Account Growth and Expansion Revenue • Forecast Accuracy • Executive Relationship Development • What FormativGroup Offers • Competitive base salary plus uncapped commission plan • Accelerators for overachievement • Comprehensive benefits package • Remote-first culture • Career advancement opportunities • Access to Salesforce, cloud, AI, and digital transformation leaders • Opportunity to shape and grow a strategic SLED practice
Responsibilities
• Revenue Generation & Business Development • Develop and execute a strategic territory plan focused on SLED accounts. • Generate new business opportunities through prospecting, networking, referrals, events, and partner engagement. • Build and manage a pipeline sufficient to achieve and exceed annual revenue goals. • Lead complex consultative sales engagements from discovery through contract execution. • Develop account plans for key target agencies, municipalities, counties, states, and educational institutions. • Identify opportunities for Salesforce implementation, optimization, managed services, AI, data, and application modernization initiatives. • Salesforce Partner Engagement • Build strong relationships with Salesforce account executives, solution engineers, and regional leadership. • Develop joint account plans and co-selling strategies with Salesforce field teams. • Actively participate in Salesforce ecosystem activities, industry events, and partner programs. • Leverage Salesforce partner relationships to generate qualified opportunities and accelerate sales cycles. • Client Relationship Management • Chief Digital Officers • Agency Directors • Program Leaders • Procurement Officers • Education Technology Leaders • Facilitate executive-level discussions regarding digital transformation, constituent experience, student experience, automation, and service delivery modernization. • Identify and expand opportunities within existing client accounts. • Solution Selling • Collaborate with FormativGroup delivery leaders, solution architects, and Salesforce practice teams to develop winning solutions. • Lead proposal development, pricing strategies, presentations, and contract negotiations. • Clearly articulate business value, ROI, and transformation outcomes to executive stakeholders. • Maintain expertise in Salesforce products and SLED market trends. • Forecasting & Pipeline Management • Maintain accurate pipeline reporting and forecasting in Salesforce. • Track sales activities, opportunities, and account engagement. • Provide regular updates on territory performance and strategic opportunities. • Achieve quarterly and annual revenue objectives.
Benefits
• The Salesforce Account Executive - SLED will receive a competitive compensation package commensurate with experience, including base salary, variable incentive compensation, and benefits. • Location and Work Authorization • This is a remote role with up to 50% travel. Candidates located in the Northeast United States are preferred. • Applicants must be authorized to work for any employer in the United States. FormativGroup is unable to sponsor or assume sponsorship of an employment visa for this position. • Candidates must reside in one of the following locations: AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, KY, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, or Washington, DC.
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