[Remote] Enterprise Account Executive - SLED (Google Public Sector)

Note: The job is a remote job and is open to candidates in USA. Nelnet is a diversified and innovative company committed to enriching lives through the power of service. The Enterprise Account Executive - SLED role is accountable for growing Nelnet Government Services in the State, Local, and Education (SLED) market by creating a qualified pipeline, shaping opportunities, and closing services-led technology engagements.


Responsibilities

  • Drive national new-business development with emphasis on priority “footprint states” and agencies where Nelnet is positioned to win
  • Leverage existing relationships and build new executive connections; develop target-buyer maps and relationship plans across IT, program, finance, and procurement stakeholders
  • Create, qualify, and advance net-new opportunities for services-led technology transformation engagements
  • Run discovery to confirm business outcomes, technical scope, buying process, funding, and timeline; maintain clear next steps
  • Build and maintain a healthy pipeline aligned to quota and required coverage (targets set by leadership)
  • Monitor and influence procurement activity (RFI/RFQ/RFP) and pursue pre-RFP shaping where possible
  • Lead/coordinate capture plans, win themes, teaming strategy, and executive engagement plans for priority pursuits
  • Partner with internal proposal resources to storyboard responses, coordinate inputs, and support orals and negotiations
  • Lead the end-to-end sales cycle from first meeting through contracting, including solution shaping, pricing alignment, and close plans
  • Translate technical capabilities into clear value propositions and measurable outcomes for non-technical audiences
  • Drive internal alignment across delivery, solution architecture, legal, and leadership to ensure solutions are credible and executable
  • Co-sell with strategic partners (i.e. Google Public Sector) to identify joint opportunities and accelerate pipeline
  • Coordinate partner field engagement, account planning, and shared pursuit strategy; ensure roles/responsibilities are clear
  • Forecast accurately, maintain disciplined CRM hygiene, and communicate risks, asks, and close dates transparently
  • Achieve or exceed quarterly and annual targets for bookings, pipeline, and strategic account penetration
  • Represent Nelnet at relevant SLED conferences, association meetings, and industry events; build brand credibility in-market
  • Provide market intelligence to inform solution packaging, messaging, and go-to-market priorities

Skills

  • 5+ years of quota-carrying sales experience, including 5+ years selling to SLED (state/local/education) organizations
  • Demonstrated working knowledge of modern software delivery practices and emerging AI technologies, including agentic AI workflows and data science applications, sufficient to engage credibly with technical stakeholders and solution architects
  • Ability to translate AI/GenAI capabilities into compelling value propositions for SLED clients navigating digital transformation, connecting technical concepts to business outcomes compliance considerations, and procurement realities
  • Experience with partner-led public sector motions, specifically Google Public Sector, including co-sell execution, partner field alignment, and joint pursuit strategy
  • Proven success selling complex technology services/solutions (e.g., application development, data/AI, GenAI) with long sales cycles and multiple stakeholders
  • Demonstrated ability to lead end-to-end pursuits: discovery, qualification, capture planning, proposal/orals support, negotiation, and close
  • Strong working knowledge of SLED procurement and contracting approaches (RFI/RFQ/RFP, budget cycles, evaluation/award processes)
  • Executive presence with the ability to build credibility with CIO/CTO and senior program leadership
  • Forecasting rigor and CRM discipline; comfort operating in a metrics-driven environment
  • Ability to travel as needed to support customer and partner engagement
  • Ability to pass any required background checks for public sector client sites/projects
  • Familiarity with common SLED cooperative or master contract vehicles (e.g., Carahsoft, NASPO, OMNIA, Sourcewell) and/or relevant state term schedules
  • Experience supporting accessibility compliance initiatives (ADA/WCAG) and digital experience modernization programs
  • Experience selling into K–12 and/or higher education buying centers (including familiarity with EdTech and E-rate, where relevant)
  • Formal sales methodology training (e.g., MEDDIC, Challenger, Miller Heiman) and/or relevant cloud/industry certifications

Benefits

  • Professional development and training opportunities.
  • Opportunity to shape SLED go-to market strategy and influence solution packaging.
  • Direct visibility and interaction with executive leadership.
  • Fast-paced, entrepreneurial environment with significant growth potential.
  • Medical, dental, vision, HSA and FSA
  • Generous earned time off
  • 401K/student loan repayment
  • Life insurance & AD&D insurance
  • Employee assistance program
  • Employee stock purchase program
  • Tuition reimbursement
  • Performance-based incentive pay
  • Short- and long-term disability
  • A robust wellness program

Company Overview

  • Nelnet provides business, communications, and financial services. It was founded in 1996, and is headquartered in Lincoln, Nebraska, USA, with a workforce of 5001-10000 employees. Its website is https://nelnetinc.com.

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