Senior Account Executive
Totara is a global leader in learning management and talent experience solutions, helping organizations build smarter workforces through flexible, enterprise-grade learning platforms. As we continue expanding across the US Public Sector, we are investing heavily in our Federal and SLED (State, Local, and Education) growth strategy.
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.
What You’ll Do
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
Forecast & Execute
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
Partner Collaboration
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
What We’re Looking For
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
Skills & Attributes
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
Why Totara
High-growth opportunity within a large, underserved market
Ability to make a direct impact on revenue and market expansion
Exposure to strategic, enterprise-level government and education deals
Collaborative, entrepreneurial culture where results matter
Opportunity to help modernize learning and workforce development across Public Sector organizations
Benefits and 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
This is a full time, fully remote career opportunity that requires applicants to be in the United States, a U.S. citizen and pass a background check. Some travel may be required.
We’re committed to building a diverse, equitable and inclusive workplace where everyone feels they belong. We welcome applications from people of all backgrounds, identities and experiences, and we’re happy to make adjustments to support you through the recruitment process - please just let us know.