State-Local Government and Education Account Executive

Sorenson Communications•Salt Lake City, UT

14d

About The Position

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.

Requirements

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
Minimum: 4 Year/Bachelor’s Degree

Nice To Haves

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

Responsibilities

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