Salesforce Account Executive - SLED

Overview

Account Executive role focused on developing and closing new business opportunities across State, Local Government, and Education (SLED) organizations, leveraging Salesforce partnerships and consulting, implementation, and digital transformation solutions.

What you'll do

• Develop and execute a strategic territory plan focused on SLED accounts.
• Generate new business opportunities through prospecting, networking, referrals, events, and partner engagement.
• Build and manage a pipeline sufficient to achieve and exceed annual revenue goals.
• Lead complex consultative sales engagements from discovery through contract execution.
• Develop account plans for key target agencies, municipalities, counties, states, and educational institutions.
• Identify opportunities for Salesforce implementation, optimization, managed services, AI, data, and application modernization initiatives.
• Build strong relationships with Salesforce account executives, solution engineers, and regional leadership.
• Develop joint account plans and co-selling strategies with Salesforce field teams.
• Actively participate in Salesforce ecosystem activities, industry events, and partner programs.
• Leverage Salesforce partner relationships to generate qualified opportunities and accelerate sales cycles.
• Establish trusted advisor relationships with CIOs, CTOs, Chief Digital Officers, Agency Directors, Program Leaders, IT Directors, Procurement Officers, and Education Technology Leaders.
• Facilitate executive-level discussions regarding digital transformation, constituent experience, student experience, automation, and service delivery modernization.
• Identify and expand opportunities within existing client accounts.
• Collaborate with FormativGroup delivery leaders, solution architects, and Salesforce practice teams to develop winning solutions.
• Lead proposal development, pricing strategies, presentations, and contract negotiations.
• Clearly articulate business value, ROI, and transformation outcomes to executive stakeholders.
• Maintain expertise in Salesforce products and SLED market trends.
• Maintain accurate pipeline reporting and forecasting in Salesforce.
• Track sales activities, opportunities, and account engagement.
• Provide regular updates on territory performance and strategic opportunities.
• Achieve quarterly and annual revenue objectives.

What you'll need

• 5-15 years of successful enterprise technology sales experience.
• Minimum 3 years selling Salesforce consulting, implementation, managed services, or related cloud solutions.
• Demonstrated success selling into State Government, Local Government, Public Sector, Higher Education, and K-12 Education.
• Consistent track record of exceeding quota.
• Experience managing sales cycles ranging from $100K to $5M+.
• Strong understanding of Salesforce platform capabilities and ecosystem.
• Experience collaborating with Salesforce partner and direct sales organizations.
• Exceptional executive presence and communication skills.
• Ability to travel up to 30%.

Nice to have

• Existing relationships with Salesforce Public Sector account teams.
• Experience with Salesforce offerings such as Public Sector Solutions, Education Cloud, Service Cloud, Experience Cloud, Data Cloud, Agentforce AI and Analytics solutions.
• Understanding of public sector procurement processes, contract vehicles, and budgeting.
• Experience selling consulting services, digital transformation, cloud, data, or application modernization solutions.
• Salesforce certifications.

Details

• Remote role with up to 50% travel.
• Candidates located in the Northeast United States are preferred.
• Candidates must reside in one of the following locations: AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, KY, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, or Washington, DC.
• Applicants must be authorized to work for any employer in the United States; visa sponsorship is not available.
• Full-time employment.