Senior Account Executive

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Totara

WebsiteLinkedInAll Job Openings

51 - 200 employees

👥 HR Tech

☁️ SaaS

🏢 Enterprise

HR Tech • SaaS • Enterprise

Totara is a global provider of learning management technologies. Totara's flagship product, Totara Learn, is a customizable learning management system (LMS) used by multinational corporations, government agencies, and mid-sized enterprises; the company supports over 1,500 customers and 21 million users worldwide. Totara serves sectors including UK government, healthcare, and the US public sector through a FedRAMP Authorized offering (TotaraGov). It operates via a global network of 75+ partners and maintains offices in the UK, US, and New Zealand with a team of 200+ people. Totara focuses on mission-critical compliance and corporate learning, with specialties in e-learning, mobile learning, onboarding, performance management, employee engagement, HR Tech, LXP/extended enterprise, and open source technology.

📋 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

🎯 Requirements

• 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

🏖️ Benefits

• 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