Account Executive (SLED)

CBTS; Columbus (OH); On-site; USD 90,000 - 120,000; Full time

Job summary

CBTS in Columbus, Ohio is hiring a SLED Account Executive to drive new business across state, local government, and education accounts in the Columbus/Central Ohio market. This hunter-focused role requires familiarity with public-sector procurement processes and multi-stakeholder sales cycles, including RFPs and cooperative purchasing.

You will build relationships with IT, procurement and executive leadership, collaborate with pre-sales to tailor CBTS managed IT, cloud, network, and security

Qualifications

• 6–9+ years of B2B sales experience
• Proven track record of quota attainment in net-new/hunter-focused sales
• Familiarity with public-sector procurement processes and contract vehicles
• Based in Columbus, OH
• CRM proficiency (Salesforce preferred)

Responsibilities

• Develop and execute a SLED-focused territory plan for Ohio state agencies, counties, and education accounts in the Columbus market
• Build and manage a pipeline of net-new SLED opportunities from prospecting through closing
• Navigate public-sector procurement processes including RFPs, cooperative purchasing, and formal bids
• Build relationships with decision-makers across IT, procurement, and leadership at target agencies
• Partner with pre-sales/solutions engineering to tailor CBTS offerings to SLED requirements
• Forecast and report pipeline in Salesforce and consistently meet quota for new-logo and expansion revenue

Skills

B2B sales

Hunter sales

Public-sector sales

Tools

Salesforce

Job description

CBTS is a technology services company delivering managed IT, cloud, networking, and security solutions to mid-market and enterprise clients. This role focuses on the State, Local, and Education (SLED) segment — one of CBTS's strategic public‑sector growth markets, centered on Ohio's state government, county/municipal agencies, and K-12/higher education institutions.

Position Summary

The SLED Account Executive is responsible for driving new business and expanding CBTS's footprint across state, local government, and education accounts in the Columbus/Central Ohio market. This is a hunter-focused role requiring familiarity with public-sector procurement (RFPs, state purchasing cooperatives/contract vehicles), education-specific funding (e.g., E-Rate), and the longer, multi-stakeholder sales cycles typical of government and education buyers.

Key Responsibilities

• Develop and execute a SLED-focused territory plan covering Ohio state agencies, county/municipal governments, and K-12/higher education accounts in the Columbus market
• Build and manage a pipeline of net-new SLED opportunities, from prospecting through close
• Navigate public-sector procurement processes, including RFPs/RFIs, cooperative purchasing vehicles (e.g., NASPO ValuePoint, Sourcewell, State Term Schedules), and formal bid requirements
• Develop relationships with key decision-makers and influencers across IT, procurement, and executive leadership at target agencies and institutions
• Partner with pre-sales/solutions engineering to scope and present CBTS's managed IT, cloud, network, and security offerings tailored to SLED compliance needs (e.g., CJIS, FERPA, state data residency requirements)
• Track and manage government fiscal-year budget cycles to align proposals with available funding windows
• Represent CBTS at SLED-focused industry events, associations, and procurement forums
• Maintain accurate forecasting and pipeline reporting in Salesforce
• Consistently meet or exceed assigned quota for new-logo and expansion revenue within the SLED segment

Qualifications

• 6-9+ years of B2B sales experience; prior SLED, public-sector, or education-market sales experience strongly preferred
• Proven track record of quota attainment in a net-new/hunter-focused sales role
• Familiarity with public-sector procurement and contract vehicles (RFP processes, cooperative purchasing agreements) a strong plus
• Understanding of compliance frameworks relevant to government/education technology buyers (CJIS, FERPA, state data residency) a plus
• Comfortable managing longer, multi-stakeholder sales cycles typical of government and education deals
• Proficiency with CRM tools (Salesforce preferred)
• Based in or willing to work the Columbus, OH market

$90,000-120,000 compensation

The compensation range in this posting reflects the Company’s good‑faith estimate at the time of publication. The applicable base pay range for any individual will be determined based on the candidate’s designated primary work location as well as factors including role scope and responsibilities, required qualifications, and the individual’s experience, education, skills, knowledge, and performance. Certain positions may also be eligible for additional compensation such as discretionary merit increases, bonuses, or sales‑based variable compensation in accordance with applicable plans and role requirements.

Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.