Sr Account Executive SLED

Our world class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We’re constantly discovering new ways to reach our goals, taking time to develop our skills, and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.

Responsible for driving account growth and profitability strategy for Complex ($35k-$175k) customers, primarily by securing incremental and renewal contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs) across all categories of products, as well as driving sales at sites and with Power users by daily outbound sales activities. Senior Account Executives are also responsible for teaming with Outside Developers to penetrate and grow accounts at the site and end‑user level and customer experience teams to support and add value to our customers’ purchasing process.

This is a strategic selling position, expected to engage contacts daily virtually by phone, video, and utilizing digital tools.

• Manage an average portfolio of ~100 customer accounts, with approximately $16M in revenue responsibility
  , ensuring profitable growth across the book of business.
• Drive revenue by proactively identifying and pursuing programmatic and incremental opportunities across the full account hierarchy (site-level, end‑user, and enterprise‑wide).
• Partner closely with Outside Developers to increase sales and ensure program compliance across all customer locations.
• Leverage prescribed sales tools (e.g.,
  Prioritized Insights, Tenfold, Salesforce (SFDC)) to prioritize activities, improve efficiency, and document customer interactions and insights.
• Collaborate with category experts and customer support teams to execute account plans and deliver best‑in‑class service to customers.
• Work in partnership with the Revenue Management Team to evaluate opportunities and make discretionary pricing decisions
  , informed by account knowledge and future spend potential; ensure accurate execution of BPIs in accordance with contract terms.
• Demonstrate strong business acumen and sales expertise to uncover incremental opportunities at both master and site levels, while maintaining awareness of the competitive landscape.
• Develop deep understanding of customer industry purchasing processes
  , enabling effective product selection guidance and standardization of  product assortments.
• Lead implementation and ramp‑up of new and existing customer programs, driving adoption and compliance to maximize value realization.
• Engage the Customer Support Center (CSC) to proactively manage the customer experience and resolve maintenance or service‑related requests.
• Build and maintain strategic relationships with senior executive stakeholders within the customer base to strengthen partnerships and drive long‑term growth.
• State, Local, and Education (SLED) experience is a plus, but not required.

• Strong internal drive with a competitive mindset and desire to win
  , paired with a low tolerance for complacency.
• Proven resilience, with the ability to leverage rejection as a learning opportunity and quickly pivot to the next best action.
• Demonstrated success in program management and/or business development
  , with a track record of driving measurable results.
• Ability to confidently engage and influence senior‑level customer stakeholders
  , including executive decision‑makers.
• Strong presentation skills, with the ability to develop and deliver compelling, data‑driven narratives
  .
• Expertise in consultative, solutions‑based, and insight‑driven selling
  , including advanced negotiation and client management capabilities.
• Ability to set strategic targets
  , create actionable customer growth plans
  , and collaborate effectively with cross‑functional product category sales teams.
• Strong business, financial, operational, and technology acumen
  , enabling informed decision‑making and value‑based selling.
• Analytical…