Mid Market Account Executive – SLED

• Serve as a subject matter expert and advisor to prospective customers through knowledge of current trends and topics within the assigned market segment


• Develop and execute a strategic territory plan focused on State, Local Government, and Education (SLED) accounts


• Build relationships with key stakeholders and drive net-new business


• Navigate complex SLED procurement processes, including RFPs, cooperative purchasing agreements, and budget cycles


• Use a consultative approach to uncover workforce management challenges and match them to solutions


• Drive recurring subscription revenue through new customers


• Achieve and exceed assigned sales revenue quota


• Conduct needs assessments across technical, line-of-business, and executive stakeholders


• Communicate software features and benefits clearly


• Maintain an organized database of accounts, opportunities, and activities


• Deliver customized presentations and product demonstrations


• Manage, track, and accurately forecast revenue opportunities


• Communicate a compelling, concise value proposition to potential customers


• Promote TCP and its capabilities to assigned market segments


• Prospect and generate outbound sales


• Complete a minimum of 25 prospecting calls per day


• Maintain a sales mix of 80% self-generated business, 10% marketing and inbound leads, and 10% partnerships


• Own territory planning and management


• Travel 20-30%

Requirements

• Bachelor's degree preferred


• 3-5 years of experience selling SaaS and running the full sales cycle, from initial outreach to a completed agreement


• Track record of building pipeline at 3-5x quota


• Ability to create and assess sales opportunities through a consultative approach


• Exceptional telephone and interpersonal communication skills


• The drive and organizational skills to maintain a high volume of daily outbound calls and emails


• Ability to work well under pressure, manage competing priorities, and meet deadlines


• Proficiency in CRM tools such as Salesforce a plus


• TCP is not able to sponsor visas for this role

Core Competencies

Demonstrates expertise in selling SaaS solutions within the State, Local Government, and Education (SLED) sectors, utilizing a consultative approach to drive revenue growth and manage complex procurement processes. Proven ability to build relationships, conduct needs assessments, and deliver compelling presentations to stakeholders.

Highest-signal resume keywords

• SaaS Sales Experience


• Consultative Selling


• Territory Management


• CRM Proficiency


• Pipeline Development

Hard Skills

• Sales Cycle Management


• Needs Assessment


• Revenue Forecasting


• RFP Navigation


• Subscription Revenue Growth

Soft Skills

• Interpersonal Communication


• Organizational Skills


• Pressure Management


• Relationship Building


• Presentation Skills

Industry Keywords

• State Government


• Local Government


• Education Sector


• Procurement Processes


• Outbound Sales

Tools & Technologies

• Salesforce