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Island · 2 months ago

SLED Strategic Account Executive - NY/Northeast

Full-time

Onsite

Senior Level

5+ years exp

Island is redefining the future of work with its Enterprise Browser, focusing on secure and efficient workplace solutions. They are seeking a Strategic Account Executive to drive growth in the State, Local, and Higher Education market, managing complex sales cycles and building relationships with key decision-makers.

Computer Software

Responsibilities

Own the SLED Territory: Develop and execute a comprehensive go-to-market plan for State, Local, and Higher Ed agencies and institutions

Drive Net-New Business: Generate and qualify opportunities through direct outreach, partner collaboration, and effective pipeline-building strategies

Manage the Full Sales Cycle: From lead generation through negotiation and close, manage long and complex procurement processes with multiple stakeholders

Engage Executives and Decision Makers: Build and maintain trusted relationships with CIOs, CISOs, procurement officials, and IT leadership across agencies and universities

Leverage the Partner Ecosystem: Work closely with resellers, integrators, and procurement vehicles to accelerate deal velocity and expand reach in the SLED market

Navigate Procurement and Contracting: Lead responses to RFPs, RFIs, and RFQs, ensuring compliance with public sector procurement rules while differentiating Island’s value

Collaborate Internally: Partner with Sales Engineering, Marketing, Legal, and Customer Success teams to ensure alignment on account strategy and execution

Exceed Targets: Consistently deliver against quarterly and annual revenue goals

Qualification

SLED Sales ExperiencePublic Sector ProcurementPipeline GenerationCybersecurity KnowledgeCRM ProficiencyStrategic SellingPartner RelationshipsGritExecutionTechnical Aptitude

Required

Minimum 5+ Years of SLED Sales Experience: Proven success selling cybersecurity, SaaS, or enterprise software solutions to state, local, and higher education customers

Deep Knowledge of SLED Procurement: Hands-on experience navigating public sector procurement cycles, RFP processes, and cooperative purchasing contracts (e.g., NASPO, DIR, E&I, OMNIA)

Strong Partner Relationships: Established connections with top SLED resellers, system integrators, and technology partners

Proven Pipeline Generation Skills: Demonstrated ability to create and qualify pipeline independently through prospecting, cold outreach, and strategic account planning

Strategic and Consultative Selling Ability: Skilled at understanding customer missions, uncovering pain points, and delivering tailored security solutions that address real-world challenges

Grit and Execution: High energy, self-starter mentality with a relentless drive to win in a complex, competitive market

Technical Aptitude: Understanding of cybersecurity concepts, cloud architecture, and security frameworks common to the SLED environment

CRM Expertise: Proficiency in Salesforce or equivalent CRM tools for accurate forecasting and pipeline management

Preferred

Start-up or hypergrowth experience in cybersecurity or SaaS

Familiarity with public sector grant funding and compliance frameworks

Company

Island

What if the enterprise had complete control over the browser? What would it mean for security, for productivity, for work itself? Introducing Island, the Enterprise Browser - the ideal enterprise workplace, where work flows freely while remaining fundamentally secure.

Founded in 2020

Dallas, TX, US

201-500 employees