Closes new SaaS business with mid-market State, Local Government, and Higher Education accounts. Responsibilities include qualifying opportunities, conducting discovery and product demonstrations, managing complex sales cycles, navigating public-sector procurement, negotiating terms, forecasting pipeline, developing territory strategy, and collaborating with sales engineering, channel partners, and marketing. The role requires quota-carrying B2B sales experience, SLED expertise, technical solution selling, negotiation, and frequent regional travel.
About the Role
The Account Executive, Mid-Market SLED role at NinjaOne is responsible for closing new business by selling NinjaOne’s products to targeted Mid-Market accounts across State & Local Government and Higher Education (SLED). NinjaOne AEs spend 100% of their time engaging with interested prospects, managing full sales cycles to help potential customers evaluate our product, and closing revenue.
This is a strategic role that will contribute significantly to NinjaOne’s growth in the SLED segment. You will be responsible for closing larger, more strategic deals within the Mid-Market space and helping NinjaOne further expand its footprint across State agencies, municipalities, and public education institutions.
Location - Austin, TX - Hybrid (in office on Monday, Tuesday, and Thursday - plus additional days as required)
What You’ll Be Doing
- Qualify inbound SLED Mid-Market opportunities to build and maintain an up-to-date pipeline aligned with annual sales goals.
- Conduct discovery calls, presentations, and product demos tailored to SLED technical and business stakeholders.
- Manage complex Mid-Market sales cycles, ensuring prospects can effectively evaluate NinjaOne’s platform to drive new revenue.
- Navigate SLED-specific buying processes, including budget cycles, procurement steps, state contracts, and purchasing constraints.
- Negotiate opportunity terms, discounts, and implementation details, securing leadership approval for below-threshold discounts.
- Provide accurate forecasting to sales leadership on pipeline health, procurement timelines, and expected close dates.
- Align deal strategy with SLED initiatives, funding considerations, IT modernization priorities, and public-sector requirements.
- Collaborate cross-functionally with Sales Engineering, Channel partners, and Marketing to ensure a smooth and effective customer journey.
- Build and execute a territory strategy across the Central region — Texas through Illinois/Minnesota — driving growth, regional presence, and long-term pipeline development.
- Ability to travel to partner conventions, customers events and product trade shows on a monthly basis
- Other duties as needed.
About You
- Associate’s or Bachelor’s degree preferred, or equivalent experience.
- 3–5 years of quota-carrying SaaS sales experience selling to B2B prospects; experience selling into Mid-Market strongly preferred.
- 1+ years selling into SLED highly preferred (state agencies, municipalities, or higher education).
- Experience with IT Operations software or similar technical solutions is a strong plus.
- Polished communicator with the ability to influence technical and non-technical buyers.
- Proven track record of consistent quota attainment and success in closing mid-sized to large deals.
- Strong presenter who can tailor a meaningful product demo to mixed technical and business audiences.
- Highly organized and able to manage multiple active deals simultaneously while maintaining high follow-through.
- Strong negotiation ability, self-motivated work ethic, and clear closing skills.
- Experience with Salesforce or similar CRM systems preferred.
- Team-oriented mindset with the ability to collaborate across departments.
- Experience developing, managing, or expanding a sales territory across the Central U.S.
About us
NinjaOne unifies IT to simplify work for nearly 40,000 customers in 140+ countries.
The NinjaOne Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency, increase resilience, and reduce spend. By automating IT and managing all endpoints, organizations give employees a great technology experience at work.
NinjaOne is obsessed with customer success and has retained a 98% customer satisfaction score for more than 5 years.
What You’ll Love
We are a collaborative, kind, and curious community.
We honor your flexibility needs with full-time work that is hybrid remote.
We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.
We help you prepare for your financial future with our 401(k) plan.
We prioritize your work-life balance with our unlimited PTO.
We reward your work with opportunities for growth and advancement.
Additional Information
This position is NOT eligible for Visa sponsorship.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment.
This position is NOT eligible for Visa sponsorship.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment.
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