Account Executive (SLED) - Northeast

Account Executive

We are looking for a high-performing, self-driven Account Executive to grow our cybersecurity business across State, Local Government, and Education (SLED) accounts throughout the Northeast Region. The ideal candidate is a public sector sales professional with a deep understanding of the cybersecurity services landscape who has a proven ability to open doors, build relationships, and close complex deals.

Partnering closely with a Senior AE, this individual will co-own the Northeast Region SLED, bringing both strategic thinking and execution to drive pipeline, revenue, and long-term client success. This is a hunter role at its core: the right candidate thrives on business development, takes ownership of their territory, and brings a consultative approach to helping public sector clients solve their most pressing security challenges.

Key Responsibilities:

• Partner with Senior AE to expand Northeast Region SLED accounts from prospecting and discovery through proposal, negotiation, and close
• Execute on a territory business plan that identifies target accounts, key opportunities, and a clear path to meeting or exceeding quota
• Drive new business development through outbound prospecting, networking, industry events, partner relationships, and referrals
• Engage with state agencies, municipalities, school districts, and higher education institutions to uncover cybersecurity needs and align Apollo solutions accordingly
• Build and maintain strong, trust-based relationships with key stakeholders, including CISOs, CIOs, IT Directors, and procurement officers
• Collaborate with the Sales Manager to align on territory strategy, pipeline reviews, forecasting, and go-to-market priorities
• Work cross-functionally with technical, service delivery, and marketing teams to develop tailored proposals and solutions for SLED clients
• Navigate public sector procurement processes, including RFPs, cooperative purchasing vehicles, and state contracts, to remove barriers and accelerate deal velocity
• Identify and develop contracting vehicles (e.g., DIR, TIPS, NCPA) that enable scalable, repeatable sales across the Northeastern SLED market
• Manage and grow an active pipeline in CRM, maintaining accurate opportunity data, activity logs, and forecasts
• Identify upsell and cross-sell opportunities within existing accounts to expand Apollo's footprint and deepen client relationships
• Provide market intelligence and client feedback to internal teams to inform product development and service offerings
• Represent Apollo at relevant industry conferences, government forums, and association events across Texas

Qualifications:

• Required:
• Demonstrated success selling cybersecurity solutions: MSSP, MDR, SOC-as-a-Service, or security product/VAR experience strongly preferred
• Familiarity with public sector procurement processes, such as DIR contracts, cooperative purchasing vehicles, etc.
• Proven track record of consistently meeting or exceeding quota in a hunter/business development role
• Experience selling to and navigating complex organizations with multiple stakeholders and long sales cycles
• Strong command of consultative and solution-based selling methodologies (e.g., MEDDIC, Challenger, or similar)
• Excellent communication, presentation, and negotiation skills
• Self-starter mentality with the ability to manage a territory independently
• Preferred:
• Existing relationships with State agencies, municipalities, or school districts/higher education institutions
• Experience working with or for an MSSP or cybersecurity VAR
• Familiarity with security frameworks relevant to the public sector (NIST, CMMC, TX-RAMP, etc.)
• Prior experience using Salesforce or similar CRM platforms

Expectations:

• At 30 days:
• Complete onboarding, including product and services training, internal process orientation, and CRM setup
• Develop a working knowledge of Apollo's cybersecurity portfolio and value proposition for SLED clients
• Meet with key internal stakeholders (Sales Manager, technical teams, marketing, and service delivery) to understand resources and support available
• Begin building a target account list for the Northeastern SLED territory and identify top priority opportunities
• Within 90 days:
• Have an active, documented pipeline of qualified opportunities in CRM reflecting real revenue potential
• Independently conducting discovery calls, delivering presentations, and advancing opportunities through the sales cycle
• Establish or reactivate relationships with key contacts at target accounts across state agencies, municipalities, and education institutions
• Identify and initiate pursuit of at least one relevant contracting vehicle or cooperative purchasing opportunity
• Deliver a territory business plan to the Sales Manager outlining strategy, key accounts, and 6-month revenue targets
• By 180 days:
• Demonstrate clear pipeline momentum with opportunities in late stages of the sales cycle and initial closed/won business
• Be fully self-sufficient in territory management, forecasting, and business development activity
• Have established a consistent outreach and relationship-building cadence across target accounts
• Contribute actively to team knowledge by sharing market insights, competitive intelligence, and client feedback
• Be on track to meet or exceed first-year quota based on pipeline coverage and deal progression

Company Values:

• Passion for cybersecurity and a commitment to maintaining the highest standards of security.
• Customer Outcomes: Their success is our success, we are business partners
• Entrepreneurial Approach: fast decision making, empowerment, focus on results, test and learn
• Win Together: Intense Collaboration, no silos
• Integrity is paramount

Why You'll Love Working Here:

• Comprehensive medical, dental, and vision coverage, the company covers 100% of employee premiums and 90% of dependent premiums on base plans
• Unlimited PTO, 7 paid sick days, and 11 paid holidays
• 401(k) with 4% company match after 90 days, immediately vested
• Company?paid life insurance at 1x annual salary
• Company?paid Short?Term Disability (STD) and Long?Term Disability (LTD) coverage
• $125 monthly home?office tech stipend for internet, equipment, and other technology needs
• Amazing colleagues, a collaborative environment, and a supportive, growth?focused culture

Apollo-IS is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status, or any other applicable state or federal protected class. Apollo-IS provides affirmative action in employment for qualified Individuals with a Disability and Protected Veterans in compliance with Section 503 of the Rehabilitation Act and the Vietnam Era Veterans' Readjustment Assistance Act.

Apollo Information Systems