Enterprise Account Executive - SLED (Google Public Sector)

Job Summary The Enterprise Account Executive – SLED (Google Public Sector) is responsible for growing Nelnet Government Services within the State, Local, and Education (SLED) market. The role creates a qualified pipeline, shapes opportunities, and closes services‑led technology engagements across state agencies, local governments, K–12, and higher education. Key Responsibilities National coverage & relationship‑led focus: Drive national new‑business development with emphasis on priority "footprint" states and agencies where Nelnet is positioned to win. Relationship building: Leverage existing relationships and build new executive connections; develop target‑buyer maps and relationship plans across IT, program, finance, and procurement stakeholders. Pipeline creation & opportunity qualification: Create, qualify, and advance net‑new opportunities for services‑led technology transformation engagements; run discovery to confirm business outcomes, technical scope, buying process, funding, and timeline; maintain clear next steps. Pipeline health: Build and maintain a healthy pipeline aligned to quota and required coverage (targets set by leadership). Capture, procurement & competitive positioning: Monitor and influence procurement activity (RFI/RFQ/RFP) and pursue pre‑RFP shaping where possible; lead/coordinate capture plans, win themes, teaming strategy, and executive engagement plans for priority pursuits; partner with internal proposal resources to storyboard responses, coordinate inputs, and support orals and negotiations. Solution selling & deal execution: Lead the end‑to‑end sales cycle from first meeting through contracting, including solution shaping, pricing alignment, and close plans; translate technical capabilities into clear value propositions and measurable outcomes for non‑technical audiences; drive internal alignment across delivery, solution architecture, legal, and leadership to ensure solutions are credible and executable. Partner‑led motions (including Google Public Sector): Co‑sell with strategic partners to identify joint opportunities and accelerate pipeline; coordinate partner field engagement, account planning, and shared pursuit strategy; ensure roles/responsibilities are clear. Forecasting, CRM discipline & performance: Forecast accurately, maintain disciplined CRM hygiene, and communicate risks, asks, and close dates transparently; achieve or exceed quarterly and annual targets for bookings, pipeline, and strategic account penetration. Market presence & thought leadership: Represent Nelnet at relevant SLED conferences, association meetings, and industry events; build brand credibility in‑market; provide market intelligence to inform solution packaging, messaging, and go‑to‑market priorities. Qualifications Required qualifications: 5+ years of quota‑carrying sales experience, including 5+ years selling to SLED (state/local/education) organizations. Demonstrated working knowledge of modern software delivery practices and emerging AI technologies, including agentic AI workflows and data science applications. Ability to translate AI/GenAI capabilities into compelling value propositions for SLED clients navigating digital transformation, connecting technical concepts to business outcomes, compliance considerations, and procurement realities. Experience with partner‑led public sector motions, specifically Google Public Sector, including co‑sell execution, partner field alignment, and joint pursuit strategy. Proven success selling complex technology services/solutions (e.g., application development, data/AI, GenAI) with long sales cycles and multiple stakeholders. Demonstrated ability to lead end‑to‑end pursuits: discovery, qualification, capture planning, proposal/orals support, negotiation, and close. Strong working knowledge of SLED procurement and contracting approaches (RFI/RFQ/RFP, budget cycles, evaluation/award processes). Executive presence with the ability to build credibility with CIO/CTO and senior program leadership. Forecasting rigor and CRM discipline; comfort operating in a metrics‑driven environment. Ability to travel as needed to support customer and partner engagement. Ability to pass any required background checks for public sector client sites/projects. Preferred qualifications: Familiarity with common SLED cooperative or master contract vehicles (e.g., Carahsoft, NASPO, OMNIA, Sourcewell) and/or relevant state term schedules. Experience supporting accessibility compliance initiatives (ADA/WCAG) and digital experience modernization programs. Experience selling into K‑12 and/or higher education buying centers (including familiarity with EdTech and E‑rate, where relevant). Formal sales methodology training (e.g., MEDDIC, Challenger, Miller Heiman) and/or relevant cloud/industry certifications. What We Also Offer Base Annual Salary Range: $110,000 – $160,000, depending on experience with uncapped commission structure. Stock Award of $75,000.00. 10‑year vesting schedule (vested evenly 10% per year). Professional development and training opportunities. Opportunity to shape SLED go‑to‑market strategy and influence solution packaging. Direct visibility and interaction with executive leadership. Fast‑paced, entrepreneurial environment with significant growth potential. Our benefits package includes medical, dental, vision, HSA and FSA, generous earned time off, 401K/student loan repayment, life insurance & AD&D insurance, employee assistance program, employee stock purchase program, tuition reimbursement, performance‑based incentive pay, short‑ and long‑term disability, and a robust wellness program. EEO & Disability Accommodations Nelnet is committed to providing a welcoming and respectful workplace where all associates have the opportunity to succeed. As an Equal Opportunity Employer, we ensure that all qualified applicants are considered for employment. Employment decisions are made without regard to race, color, religion/creed, national origin, gender, sex, marital status, age, disability, use of a guide dog or service animal, sexual orientation, military/veteran status, or any other status protected by federal, state, or local law. Qualified individuals with disabilities who require reasonable accommodations in order to apply or compete for positions at Nelnet may request such accommodations by contacting Corporate Recruiting at View phone number on click.appcast.io or View email address on click.appcast.io . Additional Information EEO Info ( | EEO Letter ( | EPPA Info ( | FMLA Info ( #J-18808-Ljbffr