Enterprise Account Executive, SLED

Location: California (Remote)

• 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

• 5 to 8+ years of enterprise SaaS sales experience with a proven record of success in the CaliforniaSLED 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 in our teams

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.