SLED Sales Executive

Nuix•Reston, VA

18h•Hybrid

About The Position

Nuix is looking for an experienced and driven SLED Sales Account Executive to own and grow a defined territory of state, local government and education accounts. This is a strategic, hunter-focused role for a sales professional who thrives in complex public-sector environments and knows how to navigate government procurement processes to close high-value enterprise agreements. You will be responsible for the full sales cycle—from territory planning and prospecting to contract execution—positioning the Nuix platform as a strategic, long-term investment for public-sector organisations.

Requirements

Demonstrated success selling complex enterprise software or SaaS platforms on extended sales cycles into state, local government or higher-education institutions.
A consistent track record of closing high-value, multi-stakeholder agreements, ideally in data intelligence, investigative analytics, legal technology, eDiscovery, public safety, digital forensics or an adjacent regulated technology sector.
Proven ability to sell a platform rather than individual products or modules.
Experience positioning an integrated software platform as a strategic investment rather than a tactical purchase, with the commercial and conversational skills to align a buying committee—often spanning multiple departments or agencies—around that narrative.
Fluency in a structured sales qualification methodology applied to long and complex cycles.
Practical experience applying MEDDIC, MEDDPICC, Challenger or an equivalent framework to qualify, advance and close enterprise opportunities that span multiple quarters, fiscal years or legislative budget sessions.
The range and confidence to sell credibly to practitioners, technical evaluators and senior public-sector leaders.
Demonstrable experience navigating large government agencies, school districts or university systems and adapting your approach, language and value proposition to meet the needs of diverse stakeholders—from analysts and investigators to CIOs, city managers and elected officials.
Working knowledge of SLED procurement processes, contract vehicles and compliance requirements.
Familiarity with state purchasing schedules, cooperative contracts, RFP/RFQ response processes, and the regulatory and budgetary constraints unique to public-sector and education buyers.

Responsibilities

Own and grow a defined territory of state, local government and education (SLED) accounts.
Develop and execute an annual territory plan that targets net-new logos and expansion within existing accounts to deliver sustained revenue growth year on year.
Drive the full sales cycle from initial qualification through to contract execution and handover.
Apply a structured qualification methodology such as MEDDPICC to assess opportunity quality, manage stakeholder consensus and advance complex deals through public-sector procurement processes, cooperative purchasing vehicles and competitive solicitations with discipline and accuracy.
Build and maintain executive-level relationships across each target account.
Engage decision-makers at every level of the buying organisation—from department heads and IT directors to elected officials, agency commissioners and university leadership—ensuring Nuix is positioned as a strategic platform partner rather than a point solution.
Develop and maintain a pipeline that is sufficient in volume and quality to meet and exceed quota.
Maintain accurate opportunity data and forecast commitments in the CRM at all times, giving the business reliable visibility of expected revenue across short and long-horizon deals, including those aligned to state fiscal-year budget cycles.
Lead contractual negotiation on all opportunities within your territory.
Construct proposals that reflect the full value of the Nuix platform—leveraging state contracts, cooperative agreements (e.g., NASPO ValuePoint, OMNIA Partners, Sourcewell) and sole-source justifications where applicable—then negotiate terms that protect margin and establish the foundation for a long-term customer relationship.
Coordinate internal resources to deliver a compelling and consistent buyer experience throughout each sales engagement.
Direct pre-sales engineers, product specialists and executive sponsors at the right moments in the cycle to strengthen the business case, support RFP/RFI responses and address technical or commercial objections.