Account Executive, SLED

Location

• Hybrid: This position follows a hybrid work model, combining remote work with regular attendance at our South Salt Lake City, UT office.

About the role:

PDQ’s SLED Account Executives own and grow a territory across state and local government and education, with a primary focus on K-12 and higher education. This is a quota-carrying sales role focused on creating new pipeline, winning new logos, opening new buying centers, and strategically expanding PDQ’s footprint within existing customers. 

You’ll build and execute territory plans, prospect into target accounts, develop relationships across the SLED ecosystem, and leverage PDQ’s strong customer base to create introductions, references, and expansion opportunities. You’ll own opportunities from initial outreach through close, partnering with Sales Engineering, Marketing, and other teams along the way.

Success in this role means consistently creating your own pipeline, winning new customers, and expanding PDQ’s presence across your territory. The strongest SLED AEs will combine outbound execution with creative territory development, using customers, events, associations, and ecosystem relationships to create opportunities at scale.

Why this role matters:

SLED is one of PDQ’s highest-priority growth markets. You’ll have the opportunity to help shape how PDQ goes to market across state, local, and education customers while directly driving new ARR and expanding our long-term public sector presence.

How you might spend your day:

• Own a territory of public sector accounts (cities, counties, higher education, K12 districts, and state entities), across both new logo acquisition and existing account growth 

• Develop relationships with customers, industry associations, regional organizations, and other SLED ecosystem partners to create scalable pipeline opportunities across your territory 

• Own opportunities from prospecting through close, including discovery, solution alignment, business case development, negotiation, commercial terms and procurement process 

• Build account plans, including territory mapping, messaging, and outbound campaigns to develop new logo pipeline 

• Leverage existing customer relationships, references, and referrals to open doors with new prospects 

• Run detailed discovery to identify pain points, key stakeholders, and the right product fit for prospects and customers 

• Deliver targeted product demos, bringing in Sales Engineering for deeper technical requirements 

• Maintain accurate, up-to-date pipeline and account records in Salesforce 

• Partner with cross-functional teams including Sales Engineering, Marketing, and RevOps 

• Contribute to team initiatives, process improvements, and strategic goals 

• Support continuous improvement through feedback, learning, and innovation 

• Travel onsite to visit prospects, customers and attend tradeshows (travel estimated to 1-2 times per quarter) 

We're looking for people who have:

Must Have

• 3+ years of quota-carrying B2B/SaaS sales experience 

• Demonstrated ability to generate pipeline through outbound prospecting and territory development 

• Experience owning opportunities through the full sales cycle, from prospecting and discovery through negotiation and close 

• Strong discovery and consultative selling skills, including navigating multiple stakeholders 

• Experience developing and executing account and territory plans 

• Ability to learn technical products quickly and communicate their value to both technical and business audiences 

• Strong CRM discipline and forecasting/pipeline management skills 

Nice to Have: 

• Experience selling into higher education, K12, or state and local government 

• Familiarity with public sector procurement processes, such as RFPs, purchasing cooperatives, contracts, and budget cycles 

• Bachelor's Degree, preferably in Business or a related field 

• Experience carrying a blended new logo and expansion quota

Who you are:

• Strong problem-solving and critical thinking skills

• Adaptability and comfort working in evolving environments

• Attention to detail and commitment to delivering quality work

• Curiosity, initiative, and a continuous learning mindset

• Excellent communication and relationship-building skills

• Self-motivated and comfortable prospecting into new accounts, not just managing an existing book

• Able to balance longer, multi-stakeholder public sector sales cycles with new pipeline creation and expansion opportunities across an existing customer base 

Why You'll Love Working at PDQ:

PDQ offers all of the great perks and benefits you'd expect from working at a very cool tech company, and even some you might not expect, including:

• 4-Day Work Week
• Equity Participation
• Managers who champion professional development 
• 100% Premium Coverage for medical, dental and vision for you and your dependents
• 100% Premium Coverage for Short Term Disability, Long Term Disability, Life, and AD&D Insurance
• Company Match of the first 6% of your employee deferrals 
• Flexible Paid Time Off Policy that treats you like the adult that you are
• Health Savings Account (HSA) and wellness incentives
• Quarterly Company Values Award (team member nominated)

Equal Opportunity Employer

PDQ is proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, pregnancy, sexual orientation, gender identity or expression, religion, national origin, ancestry, citizenship, marital status, military or veteran status, genetic information, disability status, or any other characteristic protected by federal, provincial, state, or local law. If you would like to request reasonable accommodation for a medical condition or disability during any part of the application process, please contact hr@pdq.com.

Work Authorization and Sponsorship

The majority of PDQ's full-time roles do not qualify for sponsorship of employment visas such as the H-1B visa. This applies to scenarios where a candidate might possess temporary work authorization during their schooling or after graduation (e.g., CPT, OPT), but would require H-1B visa sponsorship within a few years of employment to retain eligibility for employment.