Account Executive - Public Sector/SLED

About ETS

Are you a driven and diligent sales professional looking to make a significant impact on company sales goals? Enterprise Training Solutions, an eLearning company serving public sector agencies like the Navy, Army, Air Force, MTA, and more, is seeking an experienced Account Executive to join our team. We value creativity and want you to make a difference in our company!

Learn more about our history, philosophies, and services: https://enterprisetraining.com/

About the Role

Enterprise Training Solutions is building a Public Sector Workforce, Compliance & Credential Platform serving state and local government agencies. We are hiring a full-cycle Account Executive responsible for building pipeline from scratch, structuring multi-department deals, and closing six-figure opportunities.

This is a primarily remote role, with occasional travel for 1–2 conferences per year, in-office training sessions, and visits to key clients when appropriate. Expected travel is estimated at no more than approximately 1.5 weeks annually. The role reports to the Director of Sales Operations and works closely with both the Marketing and Customer Success teams.

Responsibilities

The Account Executive will be responsible for building and managing a $1M+ qualified pipeline across new business and expansion opportunities.

· Prospect into cities, counties, utilities, and government agencies to identify training needs and create sales opportunities.

· Own the full sales cycle from prospecting through close.

· Drive both new account acquisition and expansion sales within existing customers.

· Structure deals across HR, IT, Public Works, and Engineering departments.

· Translate workforce challenges and training needs into clear deal value.

· Maintain accurate pipeline management, forecasting, and CRM updates.

· Navigate public-sector procurement and contracting processes effectively.

What Success Looks Like in the First 90 Days

30 Days: Ramp on Product and Begin Outbound Activity

· Build understanding of ETS products, platform, public-sector customers, CRM expectations, MEDDIC framework, and ABM approach.

· Research target accounts and begin outbound prospecting.

60 Days: Advance Deals Through Procurement

· Manage qualified opportunities and support late-stage deals.

· Coordinate proposals, quotes, and contracting conversations.

· Maintain accurate forecasting and CRM updates.

90 Days: Close Deals and Develop Expansion Opportunities

· Close early opportunities and identify expansion potential.

· Independently progress deals across priority accounts.

· Connect customer pain points to measurable outcomes.

First 90 Day Support

ETS provides structured onboarding, product training, and hands-on support to help the Account Executive ramp successfully. This includes support on prospecting, discovery, MEDDIC qualification, proposal development, opportunity management, and account-based marketing strategies.

Tech Stack: ZoomInfo, Zoho CRM, Starbridge, Microsoft Outlook/Teams

Core Qualifications

· 5+ years of B2B sales experience

· Experience selling SaaS, training, or technology solutions

· Experience selling into Federal, SLED, or SMB markets

· Proven ability to prospect outbound and build pipeline from zero

· Strong CRM discipline and pipeline hygiene

· Comfortable working in a metrics-driven sales environment

Bonus Skills & Experience

· Experience with MEDDIC or other structured sales methodologies

· Experience leveraging generative AI tools to improve sales productivity

Key Traits

The ideal candidate is process-driven, disciplined, and highly accountable. They are a commercial thinker who can structure deals, break into target accounts, and create momentum independently.

Compensation

· Base Salary: $90k – $110k (uncapped commission)

Why Join ETS

At ETS, you’ll help build a scalable public-sector sales engine while selling a multi-product platform with strong expansion potential. This role offers high ownership, direct impact on company growth, and the opportunity to work in a collaborative, entrepreneurial culture.