Senior Account Executive

🕒 il y a 4 jours

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Totara

Site WebLinkedInTous les Emplois

51 - 200 employés

👥 RH Tech

☁️ SaaS

🏢 Entreprise

HR Tech • SaaS • Enterprise

Totara est un fournisseur mondial de technologies de gestion de l'apprentissage. Le produit phare de Totara, Totara Learn, est un système de gestion de l'apprentissage (LMS) personnalisable utilisé par des multinationales, des agences gouvernementales et des entreprises de taille moyenne. L'entreprise soutient plus de 1 500 clients et 21 millions d'utilisateurs dans le monde. Totara dessert des secteurs tels que le gouvernement britannique, la santé et le secteur public américain grâce à une offre autorisée par FedRAMP (TotaraGov). Elle opère via un réseau mondial de plus de 75 partenaires et maintient des bureaux au Royaume-Uni, aux États-Unis et en Nouvelle-Zélande, avec une équipe de plus de 200 personnes. Totara se concentre sur la conformité critique et l'apprentissage en entreprise, avec des spécialités dans l'e-learning, l'apprentissage mobile, l'intégration, la gestion des performances, l'engagement des employés, la technologie RH, LXP/entreprise étendue et la technologie open source.

Description

• 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 • Maintain accurate forecasting and pipeline management within CRM - HubSpot • 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

🎯 Exigences

• 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 • Experience selling LMS, HRTech, Talent, Compliance, or Workforce Development solutions (preferred) • Familiarity with government purchasing vehicles and public sector procurement processes (preferred) • Understanding of FedRAMP, GovRAMP, accessibility, and public sector security considerations (preferred) • Experience working with channel or implementation partners (preferred) • MEDDPICC or structured enterprise sales methodology experience preferred

🏖️ Avantages

• 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