Enterprise Account Executive, SLED

About the role
NinjaOne is making bold investments to expand our presence in the Public Sector, especially across State, Local, and Education (SLED) markets, and we're looking for a proven, high-performing Enterprise Account Executive based in California to help drive growth across the state of California. This is a strategic, high-impact role focused on shaping how we engage large, complex public-sector organizations and drive long-term transformation. As part of our growing SLED team, you'll be at the forefront of landing enterprise logos and expanding relationships across key agencies, municipalities, and higher education systems. You bring deep knowledge of the public-sector landscape, including procurement cycles, funding timelines, and state-led initiatives, and know how to build trust with senior stakeholders. Backed by a strong cross-functional and channel ecosystem, you'll help position NinjaOne as the go-to partner for modernizing IT operations in government and education.
Location: California (Remote)
What You'll Be Doing
Own the full enterprise sales cycle across SLED: pipeline generation, discovery, solution mapping, proposal development, negotiation, and close
Build and execute a go-to-market SLED strategy for assigned territory focused on California state agencies, flagship education systems, and major municipalities
Develop and grow a pipeline of net-new enterprise opportunities in state and local government, aligned to statewide initiatives, funding priorities, and procurement timelines, with flexibility to pursue opportunities in public higher education institutions
Manage and expand existing California SLG customer relationships, identifying upsell and cross-sell opportunities within state agencies, large municipalities, and public sector consortiums
Serve as a trusted advisor to senior technical, procurement, and executive decision-makers, positioning NinjaOne as a long-term solution partner
Navigate public-sector sales motions with confidence, leveraging cooperative purchasing agreements, bid processes, and state-specific contracting vehicles
Engage lobbying and government affairs teams to inform regional strategy and support alignment with policy and funding trends
Partner with our SDRs, marketing, and channel teams to launch targeted account-based campaigns that open new doors and deepen existing relationships
Execute strategic growth plans for inherited accounts with clear expansion potential
Collaborate with legal and compliance teams on RFPs, procurement documentation, and public-sector regulatory requirements
Accurately manage pipeline health and forecast performance in Salesforce
Represent NinjaOne at key regional events, SLED conferences, and partner summits to amplify visibility and fuel engagement
Other duties as needed
About You
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
You align with our values Curiosity, Integrity, Kindness, Humility, and Builders and are committed to creating an environment where these values flourish