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About the role
Key responsibilities & impact- Own the full enterprise sales cycle across SLED, including pipeline generation, discovery, solution mapping, proposal development, negotiation, and close
- Build and execute a go-to-market SLED strategy for California state agencies, flagship education systems, and major municipalities
- Develop and grow a pipeline of net-new enterprise opportunities in state and local government and public higher education institutions
- Manage and expand existing California SLG customer relationships through upsell and cross-sell opportunities
- Serve as a trusted advisor to senior technical, procurement, and executive decision-makers
- Navigate public-sector sales motions using cooperative purchasing agreements, bid processes, and state-specific contracting vehicles
- Engage lobbying and government affairs teams to inform regional strategy and align with policy and funding trends
- Partner with SDR, marketing, and channel teams on targeted account-based campaigns
- Execute strategic growth plans for inherited accounts
- Collaborate with legal and compliance teams on RFPs, procurement documentation, and regulatory requirements
- Manage pipeline health and forecast performance in Salesforce
- Represent NinjaOne at regional events, SLED conferences, and partner summits
Requirements
What you’ll need- 5 to 8+ years of enterprise SaaS sales experience with a proven record of success in the California SLED market
- Proven experience landing and expanding enterprise-level public-sector accounts with multi-year, high-value contracts
- Deep understanding of SLED procurement ecosystems, including cooperative purchasing agreements, RFP cycles, and state contracting vehicles
- Established network across California government and education institutions, with demonstrated ability to open doors and influence complex buying centers
- Comfortable navigating multi-stakeholder environments, including IT, security, procurement, and executive leadership
- Skilled at tailoring solutions to public-sector requirements and aligning with mission-driven initiatives
- Strategic thinker with knowledge of budget timelines, political landscapes, and regional priorities
- Experience collaborating with lobbying or government affairs teams to support GTM success
- Strong communicator with executive presence and the ability to build trust quickly
- Proficient in Salesforce or similar CRM for pipeline management and forecasting
- Bachelor's degree or equivalent experience preferred
- Not eligible for Visa sponsorship
- Must be based in California
Benefits
Comp & perks- Full-time work that is hybrid remote
- Medical, dental, and vision insurance
- 401(k) plan
- Unlimited PTO
- Opportunity for growth and advancement
- Life insurance coverage