Senior Account Executive

Role: Senior Account Executive (Full Remote)

Drive net-new revenue and manage complex enterprise sales cycles across US Public Sector (Federal and SLED) accounts.

Responsibilities

• Prospect and generate new business opportunities in Public Sector organizations (Federal and SLED).
• Own the full sales cycle from prospecting to closing, including executive relationship building.
• Manage pipeline generation and forecasting accuracy.
• Develop and execute account strategies aligned to budget cycles and legislative priorities.
• Coordinate internal resources and partners; collaborate with marketing and BDR teams.
• Navigate procurement-driven, multi-stakeholder enterprise sales processes.

Requirements

• 5+ years of SaaS sales experience with a consistent track record of exceeding quota.
• Experience selling into US Public Sector accounts, including SLED and/or Federal.
• Demonstrated success in procurement-driven sales environments.
• Strong outbound prospecting and account penetration skills.
• Experience managing complex, multi-stakeholder enterprise deals.
• Experience selling at least one of: LMS, HRTech, Talent, Compliance, or Workforce Development solutions.
• Familiarity with government purchasing vehicles and public sector procurement processes.
• Ability to build executive-level customer relationships and close strategically.
• Strong organizational skills, disciplined sales execution, and accurate forecasting.

Preferred / Nice-to-Haves

• MEDDPICC or other structured enterprise sales methodologies.
• Knowledge of FedRAMP, GovRAMP, accessibility, and public sector security considerations.
• Experience working with channel or implementation partners.

Success Criteria (What Success Looks Like)

• Consistently meets quota and pipeline generation targets.
• Converts opportunities into qualified pipeline and closed revenue.
• Grows strategic Public Sector accounts and expands territory.
• Meaningfully contributes to Totara’s US Public Sector growth strategy.