New Business Account Executive
Job Summary
As a New Business Account Executive for the SLED sector, you will be responsible for acquiring new logos and expanding market presence within the SLED contractor community. You will manage the entire sales cycle, from initial prospecting and discovery meetings to closing deals, while building a robust pipeline. The role requires a strategic mindset, high-velocity sales execution, and the ability to articulate technical value to executive-level stakeholders.
Responsibilities
- Manage full new logo acquisition cycle
- High-volume prospecting and pipeline generation
- Conduct discovery meetings and C-level negotiations
- Execute strategic territory and account planning
- Coordinate technical evaluations and POCs
Required Skills
- B2B SaaS sales experience
- Net-new business development
- Consultative and solution-based selling
- Advanced pipeline management
- Proficiency in modern sales tech stack
Job Details
### Position Overview
As a New Business Account Executive - State, Local and Education (SLED) Integrators, you'll be at the forefront of growth strategy, exclusively focused on acquiring new logos and expanding market presence within the SLED contractor community. You'll navigate complex sales cycles, maintaining high velocity to break into new accounts.
### Key Responsibilities
- Own the full new logo acquisition cycle.
- Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities.
- Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies.
- Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions for executive levels.
- Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees.
- Develop and execute strategic territory plans and account prioritization.
- Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations and POCs.
- Master sales methodologies (MEDDPICC, Command of the Message) to drive predictable revenue.
- Maintain exceptional Salesforce hygiene, including account notes, documentation, and accurate forecasting.
- Exceed quotas while maintaining high activity levels.
### Required Skills and Qualifications
- Strong B2B SaaS sales experience, specifically in new business development and net-new logo acquisition.
- Proven track record as a top performer in closing new business.
- Exceptional pipeline generation skills and experience building territories from scratch.
- Experience with consumption-based or usage-based business models.
- Strong consultative selling capabilities to uncover business pain and build C-level business cases.
- Ability to compress sales cycles while managing 15-20+ active deals simultaneously.
- Proficiency with modern sales tech stack: Salesforce, Clari, Outreach, ZoomInfo/Cognism, LinkedIn Sales Navigator, Gong, and 6sense.
- Excellent communication and storytelling skills for executive-level presentations.