Senior Account Executive – State & Local Government

Meridian Knowledge Solutions is a trusted provider of enterprise learning management software. Our intuitive, web-based learning management system (LMS) empowers organizations to build high-impact learning programs that improve performance, support compliance, and deliver measurable results.

We are seeking a Senior Account Executive to drive new SaaS sales across the state and local government market. This role is a hunter-focused, senior individual contributor responsible for identifying opportunities, managing complex sales cycles, and leading proposal responses for public-sector procurements. Experience selling SaaS solutions into government agencies is essential.. This role includes a significant focus on reviewing solicitations and crafting winning proposals.

This is a full-time remote position with minimal travel (less than 10%).

In this role, you will…

· Win mid-market and enterprise deals with state/local agencies, consistently meeting or exceeding quota.

· Own prospecting and lead-generation efforts across the territory, leveraging outbound outreach to consistently create new opportunities.

· Build, expand, and manage a robust pipeline, balancing inbound activity with targeted outbound prospecting.

· Represent Meridian at industry events to promote our solutions, engage prospects, and support marketing initiatives.

· Develop and execute strategic sales plans aligned with Meridian’s growth goals and public-sector market strategy.

· Collaborate cross-functionally with Marketing, Customer Success, Product, and IT to deliver compelling, accurate solution positioning.

· Lead proposal efforts - analyzing solicitations, crafting persuasive responses, ensuring compliance, and managing deadlines.

· Deliver tailored demonstrations and presentations for executive, business, and technical audiences.

· Manage the full sales cycle from first touch through negotiation and close, driving long, complex procurements with multiple stakeholders.

· Maintain accurate pipeline and forecast reporting in Salesforce, ensuring transparency and predictability.

· Build relationships across agencies and partner ecosystems to uncover new opportunities and drive long-term value.

· Consistently exceed assigned sales targets.

To qualify for this role, you should have...

· 7+ years selling SaaS solutions into state and local government agencies.

· 10+ years overall enterprise software sales experience.

· Experience selling learning technologies strongly preferred.

· Strong background managing complex, matrixed pursuit teams within opportunity cycles.

· Proven ability to write high-quality RFP/RFI/RFQ responses and lead proposal strategy.

· Highly proficient in Microsoft Office (Word, Excel, PowerPoint, SharePoint).

· Skilled Salesforce user with strong discipline in pipeline and forecast management.

· Deep understanding of public-sector procurement, contracting vehicles, and competitive dynamics.

· Excellent negotiation, communication, and consultative selling skills.

· Exceptional organization, attention to detail, and follow-through.

To be successful in this role, you…

· Consistently exceeds quota in enterprise SaaS environments.

· Expert at navigating complex sales cycles and engaging senior government stakeholders.

· Comfortable operating with a high degree of autonomy and ownership.

· A strong communicator who tailors messaging for executives, technical teams, and procurement officials.

· Highly organized and capable of managing multiple opportunities and proposals simultaneously.

· Customer-focused, always aligning solutions to agency mission and outcomes.

Compensation & Benefits

The compensation package includes a base salary of $125,000–$155,000 and an OTE of $250,000+, depending on experience. Meridian also offers Medical, Dental, Vision, a 401(k) plan with company match, Short- and Long-Term Disability, Basic Life Insurance, 8 paid holidays, and flexible PTO.

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