Account Executive, SLED

PDQ • South Salt Lake, UT

9d • Hybrid

About The Position

PDQ’s SLED Account Executives own and grow territories across state and local government and education, with a primary focus on K-12 and higher education. This quota-carrying sales role focuses on creating new pipeline, winning new customers, opening new buying centers, and strategically expanding PDQ’s footprint within existing customers. The role helps shape PDQ’s go-to-market approach in a high-priority growth market and directly drives new annual recurring revenue and long-term public sector growth.

The Account Executive builds and executes territory plans, prospects target accounts, develops relationships across the SLED ecosystem, and uses PDQ’s customer base to create introductions, references, and expansion opportunities. They own sales opportunities from initial outreach through close, collaborating with Sales Engineering, Marketing, RevOps, and other teams. The role includes onsite travel to prospects, customers, and tradeshows, estimated at one to two times per quarter.

The position follows a hybrid work model, with remote work and regular attendance at PDQ’s South Salt Lake City, Utah office.

Requirements

• At least 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 the ability to navigate multiple stakeholders.
• Experience developing and executing account and territory plans.
• Ability to learn technical products quickly and communicate their value to technical and business audiences.
• Strong CRM discipline and forecasting and 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, rather than only managing an existing book.
• Ability 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, K-12, 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, including cities, counties, higher education institutions, K-12 districts, and state entities, across 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.
• Own opportunities from prospecting through close, including discovery, solution alignment, business case development, negotiation, commercial terms, and procurement.
• Build account plans, including territory mapping, messaging, and outbound campaigns, to develop new-logo pipeline.
• Leverage existing customer relationships, references, and referrals to connect with new prospects.
• Conduct detailed discovery to identify pain points, stakeholders, and suitable product fit.
• Deliver targeted product demonstrations and involve Sales Engineering for deeper technical requirements.
• Maintain accurate, up-to-date pipeline and account records in Salesforce.
• Partner with Sales Engineering, Marketing, RevOps, and other cross-functional teams.
• Contribute to team initiatives, process improvements, and strategic goals.
• Support continuous improvement through feedback, learning, and innovation.
• Travel onsite to visit prospects and customers and attend tradeshows, estimated at one to two times per quarter.

Benefits

• 4-day work week.
• Equity participation.
• Managers who champion professional development.
• 100% premium coverage for medical, dental, and vision for the employee and dependents.
• 100% premium coverage for short-term disability, long-term disability, life, and AD&D insurance.
• Company match on the first 6% of employee deferrals.
• Flexible paid time off policy.
• Health Savings Account (HSA) and wellness incentives.
• Quarterly, team-member-nominated Company Values Award.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed