SLED - Account Executive

Career Fulfillment & Culture

People come to work for Deque because of what we do: enable businesses and organizations to make their sites and apps accessible to everyone, including people with disabilities. The personal fulfillment employees feel here is unparalleled. In addition to the altruistic nature of our jobs, the organizational structure is extremely flat and welcoming. Women-owned and operated, Deque CEO Preety Kumar is internationally revered for her down-to-earth personality and work ethic. Deque's core values are central to our culture of customer satisfaction. Do you share them?

• Innovation with results that matter
• Deliver what you promise
• Can-do attitude
• Open, direct & respectful communications
• We care deeply
• We practice humility

At Deque, you’ll work with the best and brightest minds in the industry, sharing best practices, tackling new issues and uncovering new approaches. Accessibility Consultants at Deque also love their jobs because of the support systems in place.

Deque experts regularly contribute to W3C Accessibility Working Groups and collectively hold more CPACC, WAS, & CPWA certifications issued by the IAAP than any accessibility testing company in the world.

Position Description

Deque, the leader in the digital accessibility compliance market, is expanding our SLED Sales Team. We seek a highly motivated and experienced sales representative to join our team as a State and Local Government and Education Software Sales Representative. The successful candidate will be responsible for selling our software solutions and services to state and local government agencies and educational institutions. The ideal candidate will have a proven track record of success in software sales, excellent communication and interpersonal skills, and a deep understanding of the state and local government and education markets.

Primary Responsibilities

• Achieve monthly, quarterly, and annual account and sales objectives.
• Identify and qualify new sales opportunities within the state and local government and education markets.
• Collaborate with internal teams to ensure customer satisfaction
• Stay up-to-date on industry trends and the competitive landscape
• Relationship Management: Build and maintain strong relationships with key stakeholders within government agencies, school districts, universities, and other public sector entities.
• Solution Selling: Understand the unique challenges and needs of SLED customers and position appropriate products or services to address those needs effectively.
• Pipeline Management: Manage a sales pipeline, accurately forecasting revenue and tracking progress against sales targets.
• Contract Negotiation: Negotiate contracts, pricing, and terms with SLED customers while ensuring compliance with relevant regulations and procurement processes.
• Collaboration: Work closely with internal teams such as sales engineers, product specialists, and marketing to develop tailored solutions and support customer needs.
• Market Analysis: Stay informed about market trends, competitive landscape, and government policies that may impact the SLED market segment.
• Compliance: Ensure adherence to regulatory requirements and compliance standards applicable to selling to government and educational institutions

Requirements

• 3+ years of experience in software sales, preferably in the state and local government and education markets
• Knowledge: Strong understanding of government procurement processes, contract vehicles, and compliance requirements. Familiarity with relevant regulations such as GSA schedules, cooperative purchasing agreements, and state/local procurement laws is a plus.
• Proven track record of meeting or exceeding sales targets
•  Excellent communication and interpersonal skills
• Strong negotiation and closing skills
• University Degree is a requirement.
• Excellent verbal and written communication
• Develop and execute a strategic plan that leads to creating and maintaining a robust sales pipeline (ideally 4X), including opportunities in existing accounts.
• Manage numerous accounts concurrently & strategically.
• Create & articulate compelling value conversations with C-Level stakeholders and align with inside stakeholders: AEs, Customer Success, Implementations, Billing, Support, deals teams, etc.
• Analyze sales/metrics data from your accounts to help evolve your strategy
• Assist customers in identifying industry-relevant use cases and educate customers to make a strong business impact
• Develop long-term strategic relationships with key accounts
• Maintain best-in-class service and customer satisfaction
• Open to travel if and when needed (mainly domestic)

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