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 GrowthOwn the full sales cycle from prospecting through close across Federal and SLED accountsGenerate and manage pipeline through outbound prospecting, partner engagement, events, and strategic account developmentIdentify and penetrate net-new accounts using a multi-threaded sales approachBuild executive relationships across HR, Learning & Development, IT, Procurement, Compliance, and Operations teamsLead Complex Public Sector Sales CyclesNavigate government procurement processes including RFPs, RFIs, cooperative contracts, and purchasing vehiclesUnderstand and position around compliance frameworks such as FedRAMP, GovRAMP, accessibility, security, and data privacy requirementsCoordinate internal resources including Sales Engineering, Product, Security, and Executive Leadership throughout the sales processBuild and execute account strategies aligned to budget cycles, grant funding, legislative priorities, and modernization initiativesForecast & ExecuteMaintain accurate forecasting and pipeline management within CRM - HubSpotDrive deal momentum, next steps, and executive alignment throughout the sales cycleDevelop compelling business cases and ROI-driven value propositionsNegotiate terms and close strategic multi-year agreementsPartner CollaborationWork closely with channel and implementation partners to expand reach and accelerate opportunitiesCollaborate with Marketing and BDR teams on account-based campaigns and target account penetration strategiesSupport strategic events, conferences, webinars, and industry engagement initiativesWhat We’re Looking For 5+ years of SaaS sales experience with a track record of exceeding quotaExperience selling into US Public Sector accounts, including SLED and/or FederalExperience managing complex, multi-stakeholder enterprise sales cyclesStrong outbound prospecting and account penetration capabilitiesDemonstrated success navigating procurement-driven sales environmentsPreferred QualificationsExperience selling LMS, HRTech, Talent, Compliance, or Workforce Development solutionsFamiliarity with government purchasing vehicles and public sector procurement processesUnderstanding of FedRAMP, GovRAMP, accessibility, and public sector security considerationsExperience working with channel or implementation partnersMEDDPICC or structured enterprise sales methodology experience preferredSkills & Attributes Executive presence and strong communication skillsHighly motivated, competitive, and results-orientedStrategic thinker who can also execute tacticallyStrong organizational and forecasting disciplineAbility to thrive in a fast-moving, high-growth environmentWhat Success Looks Like Consistent achievement of quota and pipeline generation targetsGrowth of strategic Public Sector accounts and territory expansionStrong conversion of opportunities into qualified pipeline and closed revenueDevelopment of executive-level customer relationshipsAccurate forecasting and disciplined sales executionMeaningful contribution to Totara’s US Public Sector growth strategyWhy Totara High-growth opportunity within a large, underserved marketAbility to make a direct impact on revenue and market expansionExposure to strategic, enterprise-level government and education dealsCollaborative, entrepreneurial culture where results matterOpportunity to help modernize learning and workforce development across Public Sector organizationsBenefits and PerksUnlimited PTOEnhanced Parental LeaveProfessional Development OpportunitiesAnnual Wellbeing AllowanceNew Joiner home working set-up allowanceAdditional Paid Leave: Birthday off, Working days between Christmas and New Years EveThis 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.
