Mid-Market SLED AE West/Central

Mid-Market Account Executive SLED (Austin or west/central)

My client is evolving from a flexible work management platform into the execution layer where public sector organizations operationalize AI responsibly at scale.

For state agencies, municipalities, and higher education institutions, they are becoming the system where work actually gets done — not just tracked. It’s where AI agents execute workflows inside governed, compliant, and cross-functional environments.

This isn’t another departmental tool. They're being deployed across multiple agencies, departments, and campuses at once, replacing fragmented spreadsheets, outdated systems, and custom-built workflows with a unified execution platform.

What you'll do

• Manage and grow a large portfolio of education and SLED accounts, driving consistent net-new and renewal revenue
• Source, close, and renew deals with high activity-to-close conversion rates and disciplined pipeline management
• Maintain accurate forecasting, strong CRM hygiene, and low pipeline slippage across a fast-moving, high-volume book of business
• Prioritize accounts and opportunities efficiently to maximize ARR and quota attainment
• Execute repeatable sales processes while identifying opportunities for improvement
• Build strong relationships with public sector customers, understanding their unique needs and procurement cycles

Who you are

• 4–7 years of experience in a quota-carrying SaaS sales role, managing a large book of accounts with high deal velocity
• Demonstrated success in selling to education or public sector customers, with familiarity in procurement or budget cycles
• SLED-specific domain expertise and a passion for serving the public sector
• Exceptional personal organization, time management, and comfort with high-volume sales environments
• Strong written and verbal communication skills with reliable, fast follow-through
• Experience with workflow, no-code, or horizontal SaaS platforms is a plus

My client is evolving from a flexible work management platform into the execution layer where public sector organizations operationalize AI responsibly at scale.

For state agencies, municipalities, and higher education institutions, they are becoming the system where work actually gets done — not just tracked. It’s where AI agents execute workflows inside governed, compliant, and cross-functional environments.

This isn’t another departmental tool. They're being deployed across multiple agencies, departments, and campuses at once, replacing fragmented spreadsheets, outdated systems, and custom-built workflows with a unified execution platform.

What Makes Them Different in the Public Sector AI Era

Most legacy government software:

• Was built for manual processes and rigid workflows
• Is priced and structured around users and licenses
• Requires heavy IT involvement for even minor changes

But this solution set is being adopted as a platform where:

• AI agents execute workflows
• Humans define policy, oversight, and priorities
• Governance, auditability, and compliance are built in

The Shift for SLED Organizations:

• Fewer manual processes
• Faster service delivery to constituents and students
• More workflows automated across departments
• Measurable outcomes tied to mission impact

For SLED sellers, this aligns with how modernization actually happens:
incremental adoption cross-department expansion system of execution

Purpose-built operating systems for common SLED workflows:

• Program & Grants Management (applications, compliance, reporting)
• Constituent Services / Case Management (intake, routing, resolution)
• PMO / Capital Projects (infrastructure tracking, approvals)
• Procurement & Vendor Management
• Marketing & Communications (public campaigns, content workflows)
• Student Services & Academic Operations
• HR / Hiring / Onboarding for public sector staff

Automations, Integrations & APIs

Extend across existing government systems:

• Native workflow automations
• Integrations with tools like ServiceNow, Salesforce, Slack, etc.
• APIs for connecting legacy systems and data sources
• Enables cross-agency and cross-campus coordination

Built to meet SLED requirements:

• Enterprise-scale procurement and contracting
• Security, compliance, and governance (critical for public sector)
• Supports multi-department and multi-agency deployments
• High-value, long-term partnerships aligned with budget cycles

Selling points

• Platform sale vs. point solution Replace multiple legacy tools and manual processes
• Mission-driven impact Faster services for citizens, students, and communities
• Expansion through outcomes Growth tied to programs delivered, not headcount
• Aligned with modernization mandates Digital transformation, automation, and AI adoption initiatives
• Land-and-expand motion Start with one agency or department, expand across jurisdictions or campuses

This is a role for SLED sellers who:

• Have sold into state agencies, municipalities, or higher education systems
• Understand procurement cycles, compliance, and multi-stakeholder environments
• See the limitations of legacy systems and manual workflows
• Want to lead conversations around modernization, efficiency, and AI adoption