Account Executive, SLED

PDQ • South Salt Lake, UT

5d • Hybrid

About The Position

PDQ’s SLED Account Executives own and grow a territory across state and local government and education, with a primary focus on K-12 and higher education. This is a quota-carrying sales role focused on creating new pipeline, winning new logos, opening new buying centers, and strategically expanding PDQ’s footprint within existing customers. You’ll build and execute territory plans, prospect into target accounts, develop relationships across the SLED ecosystem, and leverage PDQ’s strong customer base to create introductions, references, and expansion opportunities. You’ll own opportunities from initial outreach through close, partnering with Sales Engineering, Marketing, and other teams along the way. Success in this role means consistently creating your own pipeline, winning new customers, and expanding PDQ’s presence across your territory. The strongest SLED AEs will combine outbound execution with creative territory development, using customers, events, associations, and ecosystem relationships to create opportunities at scale. SLED is one of PDQ’s highest-priority growth markets. You’ll have the opportunity to help shape how PDQ goes to market across state, local, and education customers while directly driving new ARR and expanding our long-term public sector presence.

Requirements

• 3+ years of quota-carrying B2B/SaaS sales experience
• Demonstrated ability to generate pipeline through outbound prospecting and territory development
• Experience owning opportunities through the full sales cycle, from prospecting and discovery through negotiation and close
• Strong discovery and consultative selling skills, including navigating multiple stakeholders
• Experience developing and executing account and territory plans
• Ability to learn technical products quickly and communicate their value to both technical and business audiences
• Strong CRM discipline and forecasting/pipeline management skills
• Strong problem-solving and critical thinking skills
• Adaptability and comfort working in evolving environments
• Attention to detail and commitment to delivering quality work
• Curiosity, initiative, and a continuous learning mindset
• Excellent communication and relationship-building skills
• Self-motivated and comfortable prospecting into new accounts, not just managing an existing book
• Able to balance longer, multi-stakeholder public sector sales cycles with new pipeline creation and expansion opportunities across an existing customer base

Nice To Haves

• Experience selling into higher education, K12, or state and local government
• Familiarity with public sector procurement processes, such as RFPs, purchasing cooperatives, contracts, and budget cycles
• Bachelor's Degree, preferably in Business or a related field
• Experience carrying a blended new logo and expansion quota

Responsibilities

• Own a territory of public sector accounts (cities, counties, higher education, K12 districts, and state entities), across both new logo acquisition and existing account growth
• Develop relationships with customers, industry associations, regional organizations, and other SLED ecosystem partners to create scalable pipeline opportunities across your territory
• Own opportunities from prospecting through close, including discovery, solution alignment, business case development, negotiation, commercial terms and procurement process
• Build account plans, including territory mapping, messaging, and outbound campaigns to develop new logo pipeline
• Leverage existing customer relationships, references, and referrals to open doors with new prospects
• Run detailed discovery to identify pain points, key stakeholders, and the right product fit for prospects and customers
• Deliver targeted product demos, bringing in Sales Engineering for deeper technical requirements
• Maintain accurate, up-to-date pipeline and account records in Salesforce
• Partner with cross-functional teams including Sales Engineering, Marketing, and RevOps
• Contribute to team initiatives, process improvements, and strategic goals
• Support continuous improvement through feedback, learning, and innovation
• Travel onsite to visit prospects, customers and attend tradeshows (travel estimated to 1-2 times per quarter)

Benefits

• 4-Day Work Week
• Equity Participation
• Managers who champion professional development
• 100% Premium Coverage for medical, dental and vision for you and your dependents
• 100% Premium Coverage for Short Term Disability, Long Term Disability, Life, and AD&D Insurance
• Company Match of the first 6% of your employee deferrals
• Flexible Paid Time Off Policy
• Health Savings Account (HSA) and wellness incentives
• Quarterly Company Values Award (team member nominated)

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree