Sonar - SLED Account Executive
Requirements
• In-office culture • We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays, Tuesdays, and Thursdays — create the collaboration rhythm that makes a hub office worth having. • Candidates need to be genuinely based in the location the role is posted — if that's not where you are today, we're happy to support relocation for the right person. • We value diversity, equity, and inclusion
Responsibilities
• The SLED Account Executive Role will play a crucial role in our sales organization. You will be responsible for working with new inbound and outbound SLED sales opportunities in your designated territory in North America along with leveraging existing SLED Customers to expand their footprint within those accounts and leveraging those relationships to find new SLED business, especially focused on State Governments and Higher Education. Ideally, you have solid a technical product for a technical buyer. You will also be working with strategic partners in coordination with our North American Channel team to grow our SLED footprint in North America and Canada. • Manage the entire sales cycle (qualifying > close) in SLED accounts in the Eastern United States with New York as the largest focus • Qualify inbound leads for new opportunities and demonstrate the value of our product in the CI/CD lifecycle • Manage outbound prospecting efforts within your territory to find new sales opportunities • Evolve the Strategic Account plan for Existing SLED Accounts to ensure Customer Satisfaction and expand their renewals. • Leverage existing relationships in State government departments to find new business in additional departments and agencies. • Collaborate with sales development resources and partners to help find new sales opportunities within your territory • Work with the solution engineering team to help prospects run successful trials of the enterprise versions of the solution • Leverage Salesforce and Clari to accurately forecast new business within the month and quarter • Interact with customers over the phone, email, and video conference • Proactively engage in building, growing, and sharing sales team best practices • Keep up with market trends in Government and Education, especially regulations that pertain to their applications and software development • Proven sales success of 5+ years of experience in a B2G sales role, ideally in a SaaS or subscription model; preferably in the DevOps / Open Source software markets • Experience selling a technical product to a technical buyer • 3+ Years of SLED Software sales experience • Hunter mentality, proven willingness and desire to roll up the sleeves and execute as a self-starter • Strong Channel and Partner Selling Sophistication • Proficiency in communicating with executive-level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach) • Salesforce.com/CRM expertise; you know it and can’t imagine sales without it • Proficiency with tools to automated sales campaigns; Salesloft or equivalent • Proficiency with tools to research contracts and contacts; GovSpend, ZoomInfo or equivalent • Customer-Centric focus; We Want Successful Customers
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