Salesforce Account Executive - SLED

FormativGroup • White Plains, NY

9d • $150,000 - $185,000 • Remote

About The Position

FormativGroup is seeking a Salesforce Account Executive to grow its State, Local Government, and Education (SLED) practice. The role identifies, develops, and closes new business while expanding strategic relationships with SLED organizations and Salesforce ecosystem partners. The Account Executive positions FormativGroup as a trusted advisor and preferred implementation partner for Salesforce consulting, implementation, managed services, and digital transformation programs.

This consultative sales role develops and executes territory and account plans, builds and manages pipeline, leads complex sales engagements from discovery through contract execution, and achieves revenue objectives. The Account Executive collaborates with Salesforce field teams and FormativGroup delivery leaders, solution architects, and practice teams to shape solutions, proposals, pricing, presentations, and negotiations. The role also builds executive relationships, maintains accurate forecasts in Salesforce, and tracks account engagement and sales performance.

The position is remote, with candidates in the Northeast preferred and residency required in one of the states or Washington, DC listed in the posting. Travel is stated as up to 30% in the qualifications and up to 50% in the location section. Applicants must be authorized to work for any employer in the United States; visa sponsorship is unavailable. The estimated compensation range is $150,000–$185,000 USD, with base salary, variable incentive compensation, and benefits. FormativGroup describes itself as an equal opportunity employer and notes that reasonable accommodations may be made for individuals with disabilities.

Requirements

• 5–15 years of successful enterprise technology sales experience.
• At least 3 years selling Salesforce consulting, implementation, managed services, or related cloud solutions.
• Demonstrated sales experience in State Government, Local Government, the public sector, higher education, or K-12 education.
• Consistent track record of exceeding quota.
• Experience managing sales cycles ranging from $100,000 to $5 million or more.
• Strong understanding of Salesforce platform capabilities and ecosystem.
• Experience collaborating with Salesforce partner and direct sales organizations.
• Exceptional executive presence and communication skills.
• Ability to travel up to 30% (the location section separately states travel may be up to 50%).
• Authorization to work for any employer in the United States; the employer does not sponsor employment visas.
• Residence in one of the listed locations: AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, KY, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, or Washington, DC.

Nice To Haves

• Existing relationships with Salesforce Public Sector account teams.
• Experience with Salesforce Public Sector Solutions, Education Cloud, Service Cloud, Experience Cloud, Data Cloud, Agentforce, AI, or analytics solutions.
• Understanding of public-sector procurement processes, contract vehicles, and budgeting.
• Experience selling consulting services, digital transformation, cloud, data, or application modernization solutions.
• Salesforce certifications.

Responsibilities

• Develop and execute a strategic territory plan focused on SLED accounts.
• Generate new business through prospecting, networking, referrals, events, and partner engagement.
• Build and manage a pipeline sufficient to achieve and exceed annual revenue goals.
• Lead complex consultative sales engagements from discovery through contract execution.
• Develop account plans for target agencies, municipalities, counties, states, and educational institutions.
• Identify opportunities for Salesforce implementation, optimization, managed services, AI, data, and application modernization.
• Build relationships with Salesforce account executives, solution engineers, and regional leadership.
• Develop joint account plans and co-selling strategies with Salesforce field teams.
• Participate in Salesforce ecosystem activities, industry events, and partner programs.
• Use Salesforce partner relationships to generate qualified opportunities and accelerate sales cycles.
• Establish trusted advisor relationships with public-sector and education executives, technology leaders, program leaders, and procurement stakeholders.
• Facilitate executive discussions about digital transformation, constituent and student experience, automation, and service delivery modernization.
• Identify and expand opportunities within existing client accounts.
• Collaborate with delivery leaders, solution architects, and Salesforce practice teams to develop solutions.
• Lead proposal development, pricing strategies, presentations, and contract negotiations.
• Articulate business value, ROI, and transformation outcomes to executive stakeholders.
• Maintain expertise in Salesforce products and SLED market trends.
• Maintain accurate pipeline reporting and forecasting in Salesforce.
• Track sales activities, opportunities, and account engagement; provide regular updates on territory performance and strategic opportunities.
• Achieve quarterly and annual revenue objectives.

Benefits

• Competitive base salary plus uncapped commission plan.
• Accelerators for overachievement.
• Comprehensive benefits package, including medical, dental, vision, 401(k), and paid time off.
• Remote-first culture.
• Career advancement opportunities.
• Access to Salesforce, cloud, AI, and digital transformation leaders.
• Opportunity to shape and grow a strategic SLED practice.
• Potential eligibility for discretionary bonuses, commissions, or other incentive programs.

What This Job Offers

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