Account Executive (SLED)

The Position

OPSWAT is looking for a Strategic Account Executive to drive the sales pipeline, manage a book of business, and grow revenue in the SLED. Your mission: find, grow and engage with customers, partners and internal stakeholders to provide value to SLED!  We specifically seek professionals with a track record of hunting, solutioning, proposing, and closing net new revenue primarily within the state and municipal government. In addition, the ideal candidate will have a successful track record managing, protecting, and growing an existing account base. 

Why This Role Matters 

This isn’t just another sales role.  This role will provide input on strategy and growth while providing our customers with solutions that help keep North America running.  Our leadership is looking for a true utilities professional to make an impact on OPSWAT and our customers' business! 

What You Will be Doing

• Follow up on existing SLED/government customers to provide insight to new OPSWAT products to help solve cybersecurity related challenges through account reviews. 
• Manage multi-tier renewal cycles by collaborating with distribution, resellers, integrators, primaries and the end customer. 
• Manage timelines and coordinate with the OPSWAT team on next steps, proof of concepts, demos, and presentations. 
• Provide budgetary pricing through Salesforce, pricing to distributors and resellers. 
• Maintain an accurate forecast in Salesforce with up-to-date account activity. 
• Follow up on leads from conferences, webinars, and events. 
• Forecast and report revenue projections to management and deliver a predictable pipeline to drive forecast accuracy. 
• Overachieve on annual quota, measured quarterly. 

What We Need from You 

• Follow up on existing SLED/government customers to provide insight to new OPSWAT products to help solve cybersecurity related challenges through account reviews. 
• Manage multi-tier renewal cycles by collaborating with distribution, resellers, integrators, primaries and the end customer. 
• Manage timelines and coordinate with the OPSWAT team on next steps, proof of concepts, demos, and presentations. 
• Provide budgetary pricing through Salesforce, pricing to distributors and resellers. 
• Maintain an accurate forecast in Salesforce with up-to-date account activity. 
• Follow up on leads from conferences, webinars, and events. 
• Forecast and report revenue projections to management and deliver a predictable pipeline to drive forecast accuracy. 
• Overachieve on annual quota, measured quarterly. 

It Would be Nice if You Had

• You have a minimum of 5 years successfully selling technology products and solutions to SLED/government. 
• You have a bachelor’s degree, preferably in a technical or business discipline or equivalent experience. 
• You are organized and detailed and can work through complex government procurement processes. 
• Previous government procurement or project management experience is a plus. 
• You’re persuasive and have excellent negotiation and presentation skills. 
• Ability to set goals, prioritize tasks, and achieve success with minimal oversight in a sometimes-ambiguous work environment. 
• You keep your pipeline accurate, and your forecast updated for management. 
• You possess, at minimum, a fundamental understanding of security threats, solutions, and security tools. 
• You have excellent time management skills, and work with high levels of autonomy and self-direction. 
• You’re highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding sales goals. 
• Highly ethical and professional personal conduct. 

Ready to lead the charge in cybersecurity sales?  

Join a team that’s transforming how the world protects its most critical assets. Let’s build something extraordinary—together.