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Exterro · 9 hours ago

Enterprise Account Executive, SLED Southeast

United States

Full-time

Onsite

Mid, Senior Level

$100K/yr - $135K/yr

5+ years exp

Exterro is seeking a motivated and results-driven Enterprise Account Executive focusing on SLED (State, Local and Education) to join their dynamic SaaS sales team. In this role, you will be responsible for driving revenue growth by identifying new business opportunities within the public sector and managing the full sales cycle while maintaining strong relationships with clients and prospects.

EdiscoveryLegalLegal TechRisk ManagementSoftware

Responsibilities

Identify and qualify potential clients through market research, prospecting, and outreach

Develop effective relationships with partners and integrators to develop and maintain a robust pipeline of qualified leads using CRM tools and sales enablement platforms

Create and deliver compelling sales presentations tailored to client needs

Leverage a sales methodology to articulate a clear value proposition tied to strategic goals

Conduct deep discovery sessions to understand complex business drivers and prioritize key initiatives

Dives deeply into discovery, surfaces metrics tied to business outcomes, identifies decision-makers (Economic Buyers) and aligns insights with MEDDPICC or similar criteria

Crafts and delivers compelling business cases linked to ROI and business transformation. Clearly differentiates the Exterro solution from competitors

Manage complex sales cycles with multiple stakeholders

Accurately forecast based on Command of the Sale insights

Navigates complex negotiations with multiple stakeholders and secures alignment on key terms

Demonstrates mastery of a sales process, mentors peers, and actively refines processes based on insights

Manage the entire sales cycle, from initial contact to closing deals

Build trusted advisor relationships with senior leaders, key decision-makers and stakeholders within existing and prospective accounts

Provide consultative guidance to clients to understand their business challenges and demonstrate how our SaaS solutions can address their needs

Work closely with marketing, product, and customer success teams to ensure seamless onboarding and implementation for new clients

Stay up-to-date on product offerings, market trends, and competitor insights to inform sales strategies

Meet or exceed sales targets, contributing to overall team goals and revenue growth

Act as a primary point of contact for clients post-sale to ensure satisfaction and identify upselling or cross-selling opportunities

Monitor client health and proactively address potential churn risks by delivering exceptional customer experiences

Lead executive briefings and workshops to drive alignment on business challenges

Qualification

SaaS sales experienceCRM tools proficiencyPublic sector knowledgeNegotiation skillsCommunication skillsMetrics-driven focusBachelor's degreeInterpersonal skills

Required

5+ years of successful quota retirement as an Enterprise Account Executive in SLED, preferably within the legal technology or data governance software space

Strong knowledge of SaaS solutions, cloud-based software, and subscription business models

Full understanding of the public sector's acquisition process, including work with reseller & distribution partners

Exceptional interpersonal, negotiation, and communication skills

Proficiency in CRM tools (e.g., Salesforce, Gong) and sales automation platforms

Ability to thrive in a metrics-driven environment with a focus on achieving KPIs and quotas

Ability to travel as needed (25-50%) to meet with customers, attend events, and foster relationships