Account Executive, Mid-Market SLED
The Account Executive, Mid-Market SLED role at NinjaOne is responsible for closing new business by selling NinjaOne's products to targeted Mid-Market accounts across State & Local Government and Higher Education (SLED). NinjaOne AEs spend 100% of their time engaging with interested prospects, managing full sales cycles to help potential customers evaluate our product, and closing revenue. No prospecting
we leave that to our world-class SDR and Marketing teams. This is a strategic role that will contribute significantly to NinjaOne's growth in the SLED segment. You will be responsible for closing larger, more strategic deals within the Mid-Market space and helping NinjaOne further expand its footprint across State agencies, municipalities, and public education institutions. Territory: This role will own the Central SLED territory
spanning Texas up through Illinois and Minnesota. Location: Austin, TX - Hybrid (in office on Monday, Tuesday, and Thursday - plus additional days as required) What You'll Be Doing
Qualify inbound SLED Mid-Market opportunities to build and maintain an up-to-date pipeline aligned with annual sales goals. Conduct discovery calls, presentations, and product demos tailored to SLED technical and business stakeholders. Manage complex Mid-Market sales cycles, ensuring prospects can effectively evaluate NinjaOne's platform to drive new revenue. Navigate SLED-specific buying processes, including budget cycles, procurement steps, state contracts, and purchasing constraints. Negotiate opportunity terms, discounts, and implementation details, securing leadership approval for below-threshold discounts. Provide accurate forecasting to sales leadership on pipeline health, procurement timelines, and expected close dates. Align deal strategy with SLED initiatives, funding considerations, IT modernization priorities, and public-sector requirements. Collaborate cross-functionally with Sales Engineering, Channel partners, and Marketing to ensure a smooth and effective customer journey. Build and execute a territory strategy across the Central region
Texas through Illinois/Minnesota
driving growth, regional presence, and long-term pipeline development. Other duties as needed. About You
Associate's or Bachelor's degree preferred, or equivalent experience. 35 years of quota-carrying SaaS sales experience selling to B2B prospects; experience selling into Mid-Market strongly preferred. 1+ years selling into SLED highly preferred (state agencies, municipalities, or higher education). Experience with IT Operations software or similar technical solutions is a strong plus. Polished communicator with the ability to influence technical and non-technical buyers. Proven track record of consistent quota attainment and success in closing mid-sized to large deals. Strong presenter who can tailor a meaningful product demo to mixed technical and business audiences. Highly organized and able to manage multiple active deals simultaneously while maintaining high follow-through. Strong negotiation ability, self-motivated work ethic, and clear closing skills. Experience with Salesforce or similar CRM systems preferred. Team-oriented mindset with the ability to collaborate across departments. Experience developing, managing, or expanding a sales territory across the Central U.S.
specifically Texas through IL/MN
strongly preferred.
The Account Executive, Mid-Market SLED role at NinjaOne is responsible for closing new business by selling NinjaOne's products to targeted Mid-Market accounts across State & Local Government and Higher Education (SLED). NinjaOne AEs spend 100% of their time engaging with interested prospects, managing full sales cycles to help potential customers evaluate our product, and closing revenue. No prospecting
we leave that to our world-class SDR and Marketing teams. This is a strategic role that will contribute significantly to NinjaOne's growth in the SLED segment. You will be responsible for closing larger, more strategic deals within the Mid-Market space and helping NinjaOne further expand its footprint across State agencies, municipalities, and public education institutions. Territory: This role will own the Central SLED territory
spanning Texas up through Illinois and Minnesota. Location: Austin, TX - Hybrid (in office on Monday, Tuesday, and Thursday - plus additional days as required) What You'll Be Doing
Qualify inbound SLED Mid-Market opportunities to build and maintain an up-to-date pipeline aligned with annual sales goals. Conduct discovery calls, presentations, and product demos tailored to SLED technical and business stakeholders. Manage complex Mid-Market sales cycles, ensuring prospects can effectively evaluate NinjaOne's platform to drive new revenue. Navigate SLED-specific buying processes, including budget cycles, procurement steps, state contracts, and purchasing constraints. Negotiate opportunity terms, discounts, and implementation details, securing leadership approval for below-threshold discounts. Provide accurate forecasting to sales leadership on pipeline health, procurement timelines, and expected close dates. Align deal strategy with SLED initiatives, funding considerations, IT modernization priorities, and public-sector requirements. Collaborate cross-functionally with Sales Engineering, Channel partners, and Marketing to ensure a smooth and effective customer journey. Build and execute a territory strategy across the Central region
Texas through Illinois/Minnesota
driving growth, regional presence, and long-term pipeline development. Other duties as needed. About You
Associate's or Bachelor's degree preferred, or equivalent experience. 35 years of quota-carrying SaaS sales experience selling to B2B prospects; experience selling into Mid-Market strongly preferred. 1+ years selling into SLED highly preferred (state agencies, municipalities, or higher education). Experience with IT Operations software or similar technical solutions is a strong plus. Polished communicator with the ability to influence technical and non-technical buyers. Proven track record of consistent quota attainment and success in closing mid-sized to large deals. Strong presenter who can tailor a meaningful product demo to mixed technical and business audiences. Highly organized and able to manage multiple active deals simultaneously while maintaining high follow-through. Strong negotiation ability, self-motivated work ethic, and clear closing skills. Experience with Salesforce or similar CRM systems preferred. Team-oriented mindset with the ability to collaborate across departments. Experience developing, managing, or expanding a sales territory across the Central U.S.
specifically Texas through IL/MN
strongly preferred.