Senior Account Executive, Totara Learning

• 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
• Executive presence and strong communication skills
• Highly motivated, competitive, and results-oriented
• Strategic thinker who can also execute tactically
• Strong organizational and forecasting discipline
• Ability to thrive in a fast-moving, high-growth environment
• What Success Looks Like:
• Consistent achievement of quota and pipeline generation targets
• Growth of strategic Public Sector accounts and territory expansion
• Strong conversion of opportunities into qualified pipeline and closed revenue
• Development of executive-level customer relationships
• Accurate forecasting and disciplined sales execution
• Meaningful contribution to Totara’s US Public Sector growth strategy

Desirable

• We’re looking for a high-performing Senior Account Executive with experience selling into Public Sector organizations who thrives in complex sales environments, understands government buying cycles, and knows how to create and close strategic opportunities
• This is a hunter role focused on driving net-new revenue, developing executive relationships, and navigating multi-stakeholder sales processes across government and education accounts
• 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
• 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