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.

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