Senior Account Executive – State & Local Government

Meridian Knowledge Solutions is a trusted provider of enterprise learning management software. Our intuitive, web-based learning management system (LMS) empowers organizations to build high-impact learning programs that improve performance, support compliance, and deliver measurable results.

We are seeking a Senior Account Executive to drive new SaaS sales across the state and local government market. This role is a hunter-focused, senior individual contributor responsible for identifying opportunities, managing complex sales cycles, and leading proposal responses for public-sector procurements. Experience selling SaaS solutions into government agencies is essential. This role includes a significant focus on reviewing solicitations and crafting winning proposals.

This is a full-time remote position with minimal travel (less than 10%).

• Win mid-market and enterprise deals with state/local agencies, consistently meeting or exceeding quota.
• Own prospecting and lead‑generation efforts across the territory, leveraging outbound outreach to consistently create new opportunities.
• Build, expand, and manage a robust pipeline, balancing inbound activity with targeted outbound prospecting.
• Represent Meridian at industry events to promote our solutions, engage prospects, and support marketing initiatives.
• Develop and execute strategic sales plans aligned with Meridian's growth goals and public-sector market strategy.
• Collaborate cross‑functionally with Marketing, Customer Success, Product, and IT to deliver compelling, accurate solution positioning.
• Lead proposal efforts—analyzing solicitations, crafting persuasive responses, ensuring compliance, and managing deadlines.
• Deliver tailored demonstrations and presentations for executive, business, and technical audiences.
• Manage the full sales cycle from first touch through negotiation and close, driving long, complex procurements with multiple stakeholders.
• Maintain accurate pipeline and forecast reporting in Salesforce, ensuring transparency and predictability.
• Build relationships across agencies and partner ecosystems to uncover new opportunities and drive long-term value.
• Consistently exceed assigned sales targets.

• 7+ years selling SaaS solutions into state and local government agencies.
• 10+ years overall enterprise software sales experience.
• Experience selling learning technologies strongly preferred.
• Strong background managing complex, matrixed pursuit teams within opportunity cycles.
• Proven ability to write high-quality RFP/RFI/RFQ responses and lead proposal strategy.
• Highly proficient in Microsoft Office (Word, Excel, PowerPoint, SharePoint).
• Skilled Salesforce user with strong discipline in pipeline and forecast management.
• Deep understanding of public-sector procurement, contracting vehicles, and competitive dynamics.
• Excellent negotiation, communication, and consultative selling skills.
• Exceptional organization, attention to detail, and follow-through.

• Consistently exceeds quota in enterprise SaaS environments.
• Expert at navigating complex sales cycles and engaging senior government stakeholders.
• Comfortable operating with a high degree of autonomy and ownership.
• A strong communicator who tailors messaging for executives, technical teams, and procurement officials.
• Highly organized and capable of managing multiple opportunities and proposals simultaneously.
• Customer-focused, always aligning solutions to agency mission and outcomes.

The compensation package includes a base salary of $125,000–$155,000 and an OTE of $250,000+, depending on experience. Meridian also offers Medical, Dental, Vision, a 401(k) plan with company match, Short- and Long-Term Disability, Basic Life Insurance, 8 paid holidays, and flexible PTO.