Senior Account Executive, Mid Market

NinjaOne•Austin, TX

2d•Hybrid

About The Position

The Account Executive, Mid-Market SLED role at NinjaOne is responsible for closing new business by selling NinjaOne’s products to targeted Mid-Market accounts across State & Local Government and Higher Education (SLED). NinjaOne AEs spend 100% of their time engaging with interested prospects, managing full sales cycles to help potential customers evaluate our product, and closing revenue. This is a strategic role that will contribute significantly to NinjaOne’s growth in the SLED segment. You will be responsible for closing larger, more strategic deals within the Mid-Market space and helping NinjaOne further expand its footprint across State agencies, municipalities, and public education institutions.

Requirements

3–5 years of quota-carrying SaaS sales experience selling to B2B prospects; experience selling into Mid-Market strongly preferred.
1+ years selling into SLED highly preferred (state agencies, municipalities, or higher education).
Experience with IT Operations software or similar technical solutions is a strong plus.
Polished communicator with the ability to influence technical and non-technical buyers.
Proven track record of consistent quota attainment and success in closing mid-sized to large deals.
Strong presenter who can tailor a meaningful product demo to mixed technical and business audiences.
Highly organized and able to manage multiple active deals simultaneously while maintaining high follow-through.
Strong negotiation ability, self-motivated work ethic, and clear closing skills.
Experience with Salesforce or similar CRM systems preferred.
Team-oriented mindset with the ability to collaborate across departments.
Experience developing, managing, or expanding a sales territory across the Central U.S.

Nice To Haves

Associate’s or Bachelor’s degree preferred, or equivalent experience.

Responsibilities

Qualify inbound SLED Mid-Market opportunities to build and maintain an up-to-date pipeline aligned with annual sales goals.
Conduct discovery calls, presentations, and product demos tailored to SLED technical and business stakeholders.
Manage complex Mid-Market sales cycles, ensuring prospects can effectively evaluate NinjaOne’s platform to drive new revenue.
Navigate SLED-specific buying processes, including budget cycles, procurement steps, state contracts, and purchasing constraints.
Negotiate opportunity terms, discounts, and implementation details, securing leadership approval for below-threshold discounts.
Provide accurate forecasting to sales leadership on pipeline health, procurement timelines, and expected close dates.
Align deal strategy with SLED initiatives, funding considerations, IT modernization priorities, and public-sector requirements.
Collaborate cross-functionally with Sales Engineering, Channel partners, and Marketing to ensure a smooth and effective customer journey.
Build and execute a territory strategy across the Central region — Texas through Illinois/Minnesota — driving growth, regional presence, and long-term pipeline development.
Ability to travel to partner conventions, customers events and product trade shows on a monthly basis
Other duties as needed.