Senior Account Executive
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Job Description
Senior Account Executive driving new business growth for Totara in the US Public Sector. Focusing on relationship development and navigating complex sales processes.
Responsibilities:
- Drive New Business Growth
- Own the full sales cycle from prospecting through close across Federal and SLED accounts
- Generate and manage pipeline through outbound prospecting, partner engagement, events, and strategic account development
- Identify and penetrate net-new accounts using a multi-threaded sales approach
- Build executive relationships across HR, Learning & Development, IT, Procurement, Compliance, and Operations teams
- Lead Complex Public Sector Sales Cycles
- Navigate government procurement processes including RFPs, RFIs, cooperative contracts, and purchasing vehicles
- Understand and position around compliance frameworks such as FedRAMP, GovRAMP, accessibility, security, and data privacy requirements
- Coordinate internal resources including Sales Engineering, Product, Security, and Executive Leadership throughout the sales process
- Build and execute account strategies aligned to budget cycles, grant funding, legislative priorities, and modernization initiatives
- Maintain accurate forecasting and pipeline management within CRM - HubSpot
- Drive deal momentum, next steps, and executive alignment throughout the sales cycle
- Develop compelling business cases and ROI-driven value propositions
- Negotiate terms and close strategic multi-year agreements
- Work closely with channel and implementation partners to expand reach and accelerate opportunities
- Collaborate with Marketing and BDR teams on account-based campaigns and target account penetration strategies
- Support strategic events, conferences, webinars, and industry engagement initiatives
Requirements:
- 5+ years of SaaS sales experience with a track record of exceeding quota
- Experience selling into US Public Sector accounts, including SLED and/or Federal
- Experience managing complex, multi-stakeholder enterprise sales cycles
- Strong outbound prospecting and account penetration capabilities
- Demonstrated success navigating procurement-driven sales environments
- Preferred Qualifications: Experience selling LMS, HRTech, Talent, Compliance, or Workforce Development solutions
- Familiarity with government purchasing vehicles and public sector procurement processes
- Understanding of FedRAMP, GovRAMP, accessibility, and public sector security considerations
- Experience working with channel or implementation partners
- MEDDPICC or structured enterprise sales methodology experience preferred
Benefits:
- Unlimited PTO
- Enhanced Parental Leave
- Professional Development Opportunities
- Annual Wellbeing Allowance
- New Joiner home working set-up allowance
- Additional Paid Leave: Birthday off, Working days between Christmas and New Years Eve
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