Senior Account Executive

USRemotesenior

SalesAccount Executive

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Quick Summary

Overview

Totara is a global leader in learning management and talent experience solutions, helping organizations build smarter workforces through flexible, enterprise-grade learning platforms.

Technical Tools

SalesAccount Executive

Totara is a global leader in learning management and talent experience solutions, helping organizations build smarter workforces through flexible, enterprise-grade learning platforms. As we continue expanding across the US Public Sector, we are investing heavily in our Federal and SLED (State, Local, and Education) growth strategy.

We’re looking for a high-performing Senior Account Executive with experience selling into Public Sector organizations who thrives in complex sales environments, understands government buying cycles, and knows how to create and close strategic opportunities.

This is a hunter role focused on driving net-new revenue, developing executive relationships, and navigating multi-stakeholder sales processes across government and education accounts.

Responsibilities

~1 min read

Drive New Business Growth

→Own the full sales cycle from prospecting through close across Federal and SLED accounts
→Generate and manage pipeline through outbound prospecting, partner engagement, events, and strategic account development
→Identify and penetrate net-new accounts using a multi-threaded sales approach
→Build executive relationships across HR, Learning & Development, IT, Procurement, Compliance, and Operations teams

Lead Complex Public Sector Sales Cycles

→Navigate government procurement processes including RFPs, RFIs, cooperative contracts, and purchasing vehicles
→Understand and position around compliance frameworks such as FedRAMP, GovRAMP, accessibility, security, and data privacy requirements
→Coordinate internal resources including Sales Engineering, Product, Security, and Executive Leadership throughout the sales process
→Build and execute account strategies aligned to budget cycles, grant funding, legislative priorities, and modernization initiatives

Forecast & Execute

→Maintain accurate forecasting and pipeline management within CRM - HubSpot
→Drive deal momentum, next steps, and executive alignment throughout the sales cycle
→Develop compelling business cases and ROI-driven value propositions
→Negotiate terms and close strategic multi-year agreements

Partner Collaboration

→Work closely with channel and implementation partners to expand reach and accelerate opportunities
→Collaborate with Marketing and BDR teams on account-based campaigns and target account penetration strategies
→Support strategic events, conferences, webinars, and industry engagement initiatives

Requirements

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Executive presence and strong communication skills
Highly motivated, competitive, and results-oriented
Strategic thinker who can also execute tactically
Strong organizational and forecasting discipline
Ability to thrive in a fast-moving, high-growth environment

Consistent achievement of quota and pipeline generation targets
Growth of strategic Public Sector accounts and territory expansion
Strong conversion of opportunities into qualified pipeline and closed revenue
Development of executive-level customer relationships
Accurate forecasting and disciplined sales execution
Meaningful contribution to Totara’s US Public Sector growth strategy

High-growth opportunity within a large, underserved market
Ability to make a direct impact on revenue and market expansion
Exposure to strategic, enterprise-level government and education deals
Collaborative, entrepreneurial culture where results matter
Opportunity to help modernize learning and workforce development across Public Sector organizations