Totara is a global leader in learning management and talent experience solutions, helping organizations build smarter workforces through flexible, enterprise-grade learning platforms. As we continue expanding across the US Public Sector, we are investing heavily in our Federal and SLED (State, Local, and Education) growth strategy.
We’re looking for a high-performing Senior Account Executive with experience selling into Public Sector organizations who thrives in complex sales environments, understands government buying cycles, and knows how to create and close strategic opportunities.
This is a hunter role focused on driving net-new revenue, developing executive relationships, and navigating multi-stakeholder sales processes across government and education accounts.
What You’ll Do
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
Forecast & Execute
- Maintain accurate forecasting and pipeline management within CRM - HubSpot
- Drive deal momentum, next steps, and executive alignment throughout the sales cycle
- Develop compelling business cases and ROI-driven value propositions
- Negotiate terms and close strategic multi-year agreements
Partner Collaboration
- 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
What We’re Looking For
- 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
Preferred Qualifications
- Experience selling LMS, HRTech, Talent, Compliance, or Workforce Development solutions
- Familiarity with government purchasing vehicles and public sector procurement processes
- Understanding of FedRAMP, GovRAMP, accessibility, and public sector security considerations
- Experience working with channel or implementation partners
- MEDDPICC or structured enterprise sales methodology experience preferred
Skills & Attributes
- Executive presence and strong communication skills
- Highly motivated, competitive, and results-oriented
- Strategic thinker who can also execute tactically
- Strong organizational and forecasting discipline
- Ability to thrive in a fast-moving, high-growth environment
What Success Looks Like
- Consistent achievement of quota and pipeline generation targets
- Growth of strategic Public Sector accounts and territory expansion
- Strong conversion of opportunities into qualified pipeline and closed revenue
- Development of executive-level customer relationships
- Accurate forecasting and disciplined sales execution
- Meaningful contribution to Totara’s US Public Sector growth strategy
Why Totara
- High-growth opportunity within a large, underserved market
- Ability to make a direct impact on revenue and market expansion
- Exposure to strategic, enterprise-level government and education deals
- Collaborative, entrepreneurial culture where results matter
- Opportunity to help modernize learning and workforce development across Public Sector organizations
Benefits and Perks
- 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
This is a full time, fully remote career opportunity that requires applicants to be in the United States, a U.S. citizen and pass a background check. Some travel may be required.
We’re committed to building a diverse, equitable and inclusive workplace where everyone feels they belong. We welcome applications from people of all backgrounds, identities and experiences, and we’re happy to make adjustments to support you through the recruitment process - please just let us know.
