Note: The job is a remote job and is open to candidates in USA. Collibra is a company focused on data intelligence solutions, and they are seeking a Senior Account Executive for the Public Sector in California. The role involves managing relationships with key public sector clients, driving demand for Collibra's solutions, and navigating complex sales processes within the public sector and higher education domains.
Responsibilities
- Prospecting for net new Public Sector and Higher Education accounts, greenfield building, and developing relationships with existing customers to maintain active deal pipeline and ideal quota coverage in your territory
- Managing and creating demand for expansion on existing customers to widen the footprint of Collibra within these accounts
- Managing complex deal cycles within public sector and higher education environments, from lead origination to stakeholder mapping, through negotiation to close and expansion
- Successfully collaborating with customers, partners, and peers in a consultative sales process where you will identify value and ROI aligned to the compliance, governance, and data management needs of public sector institutions
- Navigating the unique procurement cycles, budget timelines, and buying processes common in public sector and higher education organizations
- Reliable, accurate forecasting, with Salesforce updates reflective of real-time activity
Skills
- Consistently achieved or overachieved your SaaS sales quota
- A strong understanding of the procurement cycles, compliance requirements, and stakeholder dynamics unique to public sector and higher education organizations
- Originated and navigated complex, direct sales cycles with multiple technical and business stakeholders
- Sold net-new business and expansion opportunities to C-level and senior leadership buyers in large enterprise and public sector accounts
- Managed consultative sales processes, with value-based impacts or outcomes
- At least 2-3 years of experience in data management or public sector technology sales, familiar with corresponding sales methodologies and comprehensible track records
- Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows
- A bachelor's degree or equivalent related working experience
- This position is not eligible for visa sponsorship
- Known for your integrity and commitment to the customer
- Deeply familiar with the purchasing processes, budget cycles, and compliance considerations unique to public sector and higher education organizations
- Composed, resourceful, and focused in high-growth environments
- Comfortable traveling 25-50% within your West Coast territory to engage customers and prospects in person
- Adaptive, accountable, and execution-oriented
- A precise communicator and persuasive negotiator
- Proud of your work and aim for excellence
- Experience selling into Public Sector, State & Local Government, or Higher Education accounts, this background is strongly preferred and will be a key factor in candidate selection
- Experience in the Data Management domain highly preferred, with familiarity with enterprise data management or analytics platforms a strong plus
Benefits
- Commission-based compensation
- Equity for eligible roles
- Flex Fund monthly stipend
- Pension/401k plans
- Competitive total rewards package
- Flexible benefits program to support you and your loved ones through a diverse range of circumstances and life events
- Competitive compensation
- Health coverage
- Time off
Company Overview