Senior Account Executive II, SLED, South East

Joining Collibra’s Senior Account Executive II, SLED, South East

We’re shaping the way State & Local Government and Education (SLED) institutions manage data by helping customers connect the right data, insights, and algorithms for all Data Citizens. When everyone across the organization is enabled with data, true transformation can take place. We are building a team of exceptional people to help us deliver on that promise. If you are interested in a career at the leading edge of technology, we look forward to hearing from you.

Join Collibra’s Public Sector Sales team as a Senior Account Executive II for SLED, South East

Make an impact at Collibra by fueling Collibra's growth in your assigned US SLED territory and be the guiding force behind bringing Collibra's value and vision to customers and prospects.  As part of our dedicated Public Sector team, you will use your deep knowledge in the Public Sector and SLED vertical market to establish trusted and credible relationships, build Collibra’s brand and awareness around our solution, and serve as a Data Intelligence advisor throughout the customer journey, driving demand, adoption and expansion for Collibra solutions within your SLED territory.

As a SLED Senior Account Executive, you will be responsible for the health of your business including

• Prospecting and building a strong and active pipeline resulting in benchmark quota coverage for your assigned territory in SLED
• Owning sales activities to drive pipeline progression leading to predictable forecast and closing cycles
• Accurate forecasting and commits, reflective of real-time Salesforce activity
• Achieving quota targets for new and expansion business
• Managing complex deal cycles from lead to cash, including interactions with both customer stakeholders and procurement, as well as internal finance, legal, services and customer success teams
• Participating in weekly forecasting process to provide visibility to Collibra leadership of sales pipeline status and potential to achieve quota targets, as well as upside and downside risks
• Consistently closing net-new business and expansions by leveraging both “land-and-expand” and enterprise account top-down strategies 
• Successfully collaborating with customers, partners, and peers in a consultative sales approach identifying value and ROI to support your customers’ needs
• Working cross-functionally with internal teams in a productive manner to achieve business and customer objectives

You Have

• Deep knowledge, experience and success selling into the SLED vertical market - understand their pain points, use cases for data, and purchasing processes
• Consistently achieved or overachieved your sales targets and quota within the Public Sector and SLED vertical market with a minimum of 3 years Field Sales experience selling into SLED (State and Local required) and Public Sector, engaging effectively both high and wide in accounts with business line and C-level executives
• A minimum of 7 years of quota carrying sales experience in the IT industry, with Enterprise software and/or hosted services, as well as new and adjacent product introductions
• Originated and navigated direct and indirect sales cycles with multiple technical and business stakeholders in the SLED space, including contract structuring and deal negotiation with complex terms and conditions
• Managed consultative sales processes, with value based impacts or outcomes
• A Bachelor's degree or equivalent related working experience is required
• Because this role supports the US government, it is required that this candidate be a US citizen who resides on US soil

You Are

• Known for your integrity and commitment to the customer
• Able to articulate and evangelize the value of Collibra’s data intelligence solutions, build demand and pipeline with hunter mindset
• Composed, resourceful, and focused in high-growth environments
• Adaptive, accountable, and execution-oriented
• A precise communicator and persuasive negotiator
• Motivated and excel in leading strategic and value selling
• Willing to travel as required

Measures of success are

• Within your first two months, you will understand and be comfortable presenting Collibra’s Data Intelligence message to prospects and engaging with your SLED contacts to identify value aligned to key mission initiatives
• Within your third month, you will be closing existing SLED pipeline opportunities while also building out your own pipeline, having mapped key prospect initiatives and programs to a pursuit and engagement plan within your overall account plan
• Within your first