Senior Account Executive - SLED focus
About The Position
Progress (Nasdaq: PRGS) is seeking a Senior Account Executive with a SLED (State, Local, and Education) focus for their INFRA organization. This remote role requires the candidate to reside in the West territory of the United States and will be responsible for driving net new and expansion revenue across SLED accounts. The position involves leading complex, consultative sales cycles that require navigating public-sector procurement, compliance, and multi-stakeholder buying processes, while building trusted relationships with technical, functional, and executive customer stakeholders. Success requires strong knowledge of SLED/Public contracting vehicles, experience selling enterprise software or data platforms, and the ability to operate effectively in long, highly structured sales cycles.
Requirements
- Proven experience selling enterprise B2B software or technology solutions into SLED customers.
- Demonstrated success driving six and seven figure deals within SLED environments.
- Strong understanding of SLED procurement processes, including contract vehicles and funding cycles.
- Excellent executive communication, negotiation, and consultative selling skills.
Nice To Haves
- Experience selling data platforms, infrastructure software, or mission critical systems.
- Ability to influence from outside the organization and lead complex internal deal teams.
Responsibilities
- Own a portfolio of SLED accounts, accountable for pipeline creation, expansion, and bookings.
- Lead end-to-end sales cycles from discovery through close, including coordination of RFPs, RFIs, task orders, and contract renewals.
- Develop and execute strategic account plans aligned to funding cycles and procurement timelines.
- Build and maintain multi-threaded relationships across customer stakeholders, including program owners, technical and architecture leaders, procurement and contracting officers, and executive leadership (CIO/CTO organizations).
- Act as a trusted advisor by linking customer mission outcomes to platform capabilities and value realization.
- Build and maintain a qualified pipeline aligned to quarterly and annual bookings targets.
- Provide accurate forecasting and deal inspection within CRM, reflecting customer timing and risk factors.
- Ensure compliance with SLED procurement rules, internal approval frameworks, and pricing guidelines.
- Collaborate closely with systems integrators, resellers, and channel partners to support deal strategy and customer coverage.
- Coordinate cross-functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Sales Operations.
Benefits
- Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan.
- Tuition Reimbursement program.
- Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance.
- Competitive salary, uncapped commission, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback.
- Flexible paid vacation time, paid day off for your birthday, and company holidays.
- A variety of leave plans, including Parental Leave.
- Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
