Enterprise Account Executive, SLED

Exterro is seeking a motivated and results-driven Enterprise Account Executive focusing on SLED (State, Local and Education) to join our dynamic SaaS sales team. In this role, you will be responsible for driving revenue growth by identifying new business opportunities within the public sector, managing the full sales cycle, and maintaining strong relationships with clients and prospects. The Account Executive will be responsible for selling the suite of data risk management solutions that Exterro offers. The ideal candidate will have a proven track record in SaaS sales, excellent communication skills, and the ability to thrive in a fast-paced, innovative environment. 

Roles and Responsibilities:

Sales Development

• Identify and qualify potential clients through market research, prospecting, and outreach.
• Develop effective relationships with partners and integrators to develop and maintain a robust pipeline of qualified leads using CRM tools and sales enablement platforms.
• Create and deliver compelling sales presentations tailored to client needs.
• Leverage a sales methodology to articulate a clear value proposition tied to strategic goals.
• Conduct deep discovery sessions to understand complex business drivers and prioritize key initiatives.
• Dives deeply into discovery, surfaces metrics tied to business outcomes, identifies decision-makers (Economic Buyers) and aligns insights with MEDDPICC or similar criteria.
• Crafts and delivers compelling business cases linked to ROI and business transformation. Clearly differentiates the Exterro solution from competitors.
• Manage complex sales cycles with multiple stakeholders.
• Accurately forecast based on Command of the Sale insights.
• Navigates complex negotiations with multiple stakeholders and secures alignment on key terms.
• Demonstrates mastery of a sales process, mentors peers, and actively refines processes based on insights.

Account Management

• Manage the entire sales cycle, from initial contact to closing deals.
• Build trusted advisor relationships with senior leaders, key decision-makers and stakeholders within existing and prospective accounts.
• Provide consultative guidance to clients to understand their business challenges and demonstrate how our SaaS solutions can address their needs.

Collaboration & Strategy

• Work closely with marketing, product, and customer success teams to ensure seamless onboarding and implementation for new clients.
• Stay up-to-date on product offerings, market trends, and competitor insights to inform sales strategies.
• Meet or exceed sales targets, contributing to overall team goals and revenue growth.

Customer Success & Retention

• Act as a primary point of contact for clients post-sale to ensure satisfaction and identify upselling or cross-selling opportunities.
• Monitor client health and proactively address potential churn risks by delivering exceptional customer experiences.
• Lead executive briefings …