NinjaOne

RMM, endpoint, MDM IT management platform

SLED Senior Account Executive - Mid Market

Account ExecutiveUpdated on Nov 14

Full-timeAustin, TX, USANo salary listedHybrid

About the Job

Requirements

An Associate’s or Bachelor’s degree is preferred, or equivalent experience.
Three to five years of quota-carrying software-as-a-service sales experience selling to business-to-business prospects is required.
Experience selling into mid-market accounts is strongly preferred.
At least one year of selling into state and local government or higher education is highly preferred.
Experience with IT operations software or similar technical solutions is a strong plus.
Ability to influence technical and non-technical buyers is required.
A track record of consistent quota attainment and success closing mid-sized to large deals is required.
Ability to tailor product demonstrations to mixed technical and business audiences is required.
Ability to manage multiple active deals while maintaining follow-through is required.
Negotiation ability and closing skills are required.
Experience with Salesforce or a similar customer relationship management system is preferred.
Ability to develop, manage, or expand a sales territory across the Central United States is required.

Responsibilities

Qualify inbound state and local government and higher education mid-market opportunities to build and maintain a pipeline aligned with annual sales goals.
Conduct discovery calls, presentations, and product demonstrations tailored to state and local government and higher education technical and business stakeholders.
Manage complex mid-market sales cycles and help prospects evaluate the platform to drive new revenue.
Navigate state and local government and higher education buying processes, including budget cycles, procurement steps, state contracts, and purchasing constraints.
Negotiate opportunity terms, discounts, and implementation details, securing leadership approval for discounts below the threshold.
Provide sales leadership with accurate forecasts on pipeline health, procurement timelines, and expected close dates.
Align deal strategy with state and local government and higher education initiatives, funding considerations, IT modernization priorities, and public-sector requirements.
Collaborate with Sales Engineering, channel partners, and Marketing to support the customer journey.
Build and execute a territory to drive growth, regional presence, and long-term pipeline development.
Travel monthly to partner conventions, customer events, and product trade shows.
Perform other duties as needed.

Desired Qualifications

Experience selling into mid-market accounts is strongly preferred.
At least one year of selling into state and local government or higher education is highly preferred.
Experience with IT operations software or similar technical solutions is a strong plus.
Experience with Salesforce or a similar customer relationship management system is preferred.

About us

NinjaOne unifies IT to simplify work for nearly 40,000 customers in 140+ countries

The NinjaOne Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency, increase resilience, and reduce spend. By automating IT and managing all endpoints, organizations give employees a great technology experience at work.

NinjaOne is obsessed with customer success and has retained a 98% customer satisfaction score for more than 5 years.

About the Role

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.

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.

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, driving growth, regional presence, and long-term pipeline development.
Ability to travel to partner conventions, customers events and product trade shows on a monthly basis
Other duties as needed.

About You

Associate’s or Bachelor’s degree preferred, or equivalent experience.
3–5 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.

What You’ll Love

We are a collaborative, kind, and curious community.
We honor your flexibility needs with full-time work that is hybrid remote.
We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.
We help you prepare for your financial future with our 401(k) plan.
We prioritize your work-life balance with our unlimited PTO.
We reward your work with opportunity for growth and advancement.

Additional Information

This position is NOT eligible for Visa sponsorship.

*Due to operational policies, NinjaOne is unable to hire for this role within the city limits of Chicago. We will consider all qualified candidates who reside outside of the city proper or are willing to self-relocate.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment.

Candidate Privacy
When you apply, NinjaOne collects and uses your personal information to review your application and manage the hiring process. To learn how we use, store, and protect your data, and what your rights are, please read our Candidate Privacy Policy at https://www.ninjaone.com/candidate-privacy-policy.

About the Company

NinjaOne

RMM, endpoint, MDM IT management platform

NinjaOne provides a cloud-based IT management platform for IT teams and MSPs, combining RMM, endpoint management, and MDM in a single SaaS solution. It includes automated patch management, remote access, and data backup to manage devices and networks from one dashboard. The product is subscription-based, with a centralized dashboard for monitoring devices, automating tasks, pushing patches, remote access, and data protection. The company aims to streamline IT operations, improve service delivery, and strengthen security for IT departments and MSPs serving multiple clients.

Company size: 1,001-5,000
Company stage: Private
Total funding: $761.5M
Headquarters: Austin, TX
Founded: 2013

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