Senior Account Executive

Join Totara, a leading provider of learning and talent management solutions. As a Senior Account Executive, you will drive net-new revenue, develop executive relationships, and navigate complex sales processes across government and education accounts. You will own the full sales cycle, generate and manage pipeline, and build executive relationships across various teams. You will also coordinate internal resources, maintain accurate forecasting, and collaborate with marketing and BDR teams. The ideal candidate has 5+ years of SaaS sales experience, experience selling into US Public Sector accounts, and a strong understanding of government procurement processes.

• Prospect and generate new business opportunities within Public Sector organizations, focusing on Federal and SLED accounts.
• Manage the full sales cycle from prospecting to closing, including building executive relationships and navigating complex sales processes.
• Collaborate with internal resources and partners to develop and execute account strategies aligned to budget cycles and legislative priorities.
• Experience selling into US Public Sector accounts, including SLED and/or Federal
• Demonstrated success navigating procurement-driven sales environments
• Strong outbound prospecting and account penetration capabilities
• Experience managing complex, multi-stakeholder enterprise sales cycles
• 5+ years of SaaS sales experience with a track record of exceeding quota
• Experience selling LMS, HRTech, Talent, Compliance, or Workforce Development solutions
• Familiarity with government purchasing vehicles and public sector procurement processes
• MEDDPICC or structured enterprise sales methodology experience preferred
• Understanding of FedRAMP, GovRAMP, accessibility, and public sector security considerations
• Experience working with channel or implementation partners
• Highly motivated, competitive, and results-oriented
• Ability to thrive in a fast-moving, high-growth environment
• Strong organizational and forecasting discipline
• Strategic thinker who can also execute tactically
• Executive presence and strong communication skills
• Consistent achievement of quota and pipeline generation targets
• Growth of strategic Public Sector accounts and territory expansion
• Accurate forecasting and disciplined sales execution
• Development of executive-level customer relationships
• Meaningful contribution to Totara’s US Public Sector growth strategy
• Strong conversion of opportunities into qualified pipeline and closed revenue
• What Success Looks Like: