Senior Account Executive

Valamis

Senior Account Executive driving new business growth for Totara in the US Public Sector. Focusing on relationship development and navigating complex sales processes.

Posted 5/23/2026full-timeRemote • 🇺🇸 United StatesSeniorWebsite

About the role

Key responsibilities & impact

Drive New Business Growth
Own the full sales cycle from prospecting through close across Federal and SLED accounts
Generate and manage pipeline through outbound prospecting, partner engagement, events, and strategic account development
Identify and penetrate net-new accounts using a multi-threaded sales approach
Build executive relationships across HR, Learning & Development, IT, Procurement, Compliance, and Operations teams
Lead Complex Public Sector Sales Cycles
Navigate government procurement processes including RFPs, RFIs, cooperative contracts, and purchasing vehicles
Understand and position around compliance frameworks such as FedRAMP, GovRAMP, accessibility, security, and data privacy requirements
Coordinate internal resources including Sales Engineering, Product, Security, and Executive Leadership throughout the sales process
Build and execute account strategies aligned to budget cycles, grant funding, legislative priorities, and modernization initiatives
Maintain accurate forecasting and pipeline management within CRM - HubSpot
Drive deal momentum, next steps, and executive alignment throughout the sales cycle
Develop compelling business cases and ROI-driven value propositions
Negotiate terms and close strategic multi-year agreements
Work closely with channel and implementation partners to expand reach and accelerate opportunities
Collaborate with Marketing and BDR teams on account-based campaigns and target account penetration strategies
Support strategic events, conferences, webinars, and industry engagement initiatives

Requirements

What you’ll need

5+ years of SaaS sales experience with a track record of exceeding quota
Experience selling into US Public Sector accounts, including SLED and/or Federal
Experience managing complex, multi-stakeholder enterprise sales cycles
Strong outbound prospecting and account penetration capabilities
Demonstrated success navigating procurement-driven sales environments
Preferred Qualifications: Experience selling LMS, HRTech, Talent, Compliance, or Workforce Development solutions
Familiarity with government purchasing vehicles and public sector procurement processes
Understanding of FedRAMP, GovRAMP, accessibility, and public sector security considerations
Experience working with channel or implementation partners
MEDDPICC or structured enterprise sales methodology experience preferred

Benefits

Comp & perks

Unlimited PTO
Enhanced Parental Leave
Professional Development Opportunities
Annual Wellbeing Allowance
New Joiner home working set-up allowance
Additional Paid Leave: Birthday off, Working days between Christmas and New Years Eve

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

SaaS salesoutbound prospectingaccount penetrationpipeline managementnegotiationbusiness case developmentROI-driven value propositionsmulti-threaded sales approachenterprise sales cyclesMEDDPICC

Soft Skills

relationship buildingcollaborationstrategic thinkingcommunicationleadershipforecastingexecutive alignmentevent coordinationproblem-solvingadaptability