Salesforce Account Executive - SLED

FormativGroup, LLC; United States; Remote; USD 150,000 - 185,000; Full time

Benefits offered by this job

Remote-first culture

Competitive base salary + uncapped com

Job summary

FormativGroup is expanding its Salesforce SLED practice in the United States, seeking a strategic, relationship-driven Account Executive who can drive revenue through Salesforce consulting, implementation, and digital transformation services. You will cultivate C-level relationships, partner with Salesforce teams, and close complex deals across government and education sectors.

The role emphasizes consultative selling, pipeline management, and collaboration with delivery teams to position

Qualifications

• 5–15 years of enterprise technology sales experience.
• Minimum 3 years selling Salesforce consulting, implementations, or cloud solutions.
• Proven success selling into State Government, Local Government, Public Sector, Higher Education, or K-12.
• Consistent track record of exceeding quota and managing deals from $100K to $5M+.
• Strong executive presence and communication skills.
• Ability to travel up to 30%.

Responsibilities

• Develop a strategic territory plan focused on SLED accounts.
• Generate new business opportunities through prospecting, referrals, events, and partner engagement.
• Lead complex consultative sales engagements from discovery through contract execution.
• Develop account plans for agencies, municipalities, counties, states, and educational institutions.
• Identify opportunities for Salesforce implementation, optimization, managed services, AI, data, and modernization initiatives.
• Build relationships with Salesforce account executives, solution engineers, and regional leadership.
• Develop joint account plans and co-selling strategies with Salesforce teams.
• Maintain accurate pipeline reporting and forecasting in Salesforce.
• Achieve quarterly and annual revenue objectives.

Skills

Enterprise sales

Salesforce knowledge

Public sector sales

Executive presence

Travel readiness

Tools

Salesforce

Job description

Remote/Travel - United States - Full - Time

Are you a strategic, relationship-driven sales professional who knows how to turn Salesforce partnerships into new business opportunities? FormativGroup is expanding our Salesforce SLED practice, and we're looking for a proven sales leader who can build meaningful relationships across State, Local Government, and Education, collaborate with Salesforce field teams, and drive growth through innovative consulting, implementation, and digital transformation solutions.

About FormativGroup

FormativGroup is a technology consulting and digital transformation partner helping organizations modernize customer engagement, business processes, and enterprise applications. We deliver innovative Salesforce, cloud, data, AI, and application modernization solutions that drive measurable business outcomes for our clients.

As we continue our growth, we are seeking a high-performing sales professional focused on developing and expanding relationships within the State, Local Government, and Education (SLED) market. This role will be responsible for driving revenue growth through Salesforce-related consulting services, implementation projects, managed services, and digital transformation programs.

Position Summary

The Account Executive will be responsible for identifying, developing, and closing new business opportunities while expanding strategic relationships across SLED organizations and Salesforce ecosystem partners. This individual will leverage Salesforce expertise and industry knowledge to position FormativGroup as a trusted advisor and preferred implementation partner.

The ideal candidate is a consultative sales hunter with experience selling Salesforce services and solutions, managing complex sales cycles, and building relationships with executives, procurement stakeholders, and technology leaders within government and education institutions.

Key Responsibilities

Revenue Generation & Business Development

• Develop and execute a strategic territory plan focused on SLED accounts.
• Generate new business opportunities through prospecting, networking, referrals, events, and partner engagement.
• Build and manage a pipeline sufficient to achieve and exceed annual revenue goals.
• Lead complex consultative sales engagements from discovery through contract execution.
• Develop account plans for key target agencies, municipalities, counties, states, and educational institutions.
• Identify opportunities for Salesforce implementation, optimization, managed services, AI, data, and application modernization initiatives.
• Build strong relationships with Salesforce account executives, solution engineers, and regional leadership.
• Develop joint account plans and co-selling strategies with Salesforce field teams.
• Actively participate in Salesforce ecosystem activities, industry events, and partner programs.
• Leverage Salesforce partner relationships to generate qualified opportunities and accelerate sales cycles.

Client Relationship Management

• Establish trusted advisor relationships with:
  • CIOs
  • CTOs
  • Chief Digital Officers
  • Agency Directors
  • Program Leaders
  • IT Directors
  • Procurement Officers
  • Education Technology Leaders
• Facilitate executive-level discussions regarding digital transformation, constituent experience, student experience, automation, and service delivery modernization.
• Identify and expand opportunities within existing client accounts.

Solution Selling

• Collaborate with FormativGroup delivery leaders, solution architects, and Salesforce practice teams to develop winning solutions.
• Lead proposal development, pricing strategies, presentations, and contract negotiations.
• Clearly articulate business value, ROI, and transformation outcomes to executive stakeholders.
• Maintain expertise in Salesforce products and SLED market trends.
• Maintain accurate pipeline reporting and forecasting in Salesforce.
• Track sales activities, opportunities, and account engagement.
• Provide regular updates on territory performance and strategic opportunities.
• Achieve quarterly and annual revenue objectives.

Required Qualifications

• 5-15 years of successful enterprise technology sales experience.
• Minimum 3 years selling Salesforce consulting, implementation, managed services, or related cloud solutions.
• Demonstrated success selling into:
  • State Government
  • Local Government
  • Public Sector
  • Higher Education
  • K-12 Education
• Consistent track record of exceeding quota.
• Experience managing sales cycles ranging from $100K to $5M+.
• Strong understanding of Salesforce platform capabilities and ecosystem.
• Experience collaborating with Salesforce partner and direct sales organizations.
• Exceptional executive presence and communication skills.
• Ability to travel up to 30%.

Preferred Qualifications

• Existing relationships with Salesforce Public Sector account teams.
• Experience with Salesforce offerings such as:
  • Public Sector Solutions
  • Education Cloud
  • Service Cloud
  • Experience Cloud
  • Data Cloud
  • Agentforce
  • AI and Analytics solutions
• Understanding of public sector procurement processes, contract vehicles, and budgeting.
• Experience selling consulting services, digital transformation, cloud, data, or application modernization solutions.
• Salesforce certifications are a plus.

Success Profile

The ideal candidate is:

• A hunter first with a strong business development mindset.
• Well-connected within the Salesforce ecosystem.
• Passionate about helping public sector organizations improve citizen and student outcomes.
• Comfortable engaging C-level executives and technical stakeholders.
• Strategic, disciplined, and highly accountable.
• Entrepreneurial and excited to help scale a high-growth consulting organization.

Key Performance Indicators (KPIs)

• Salesforce-Sourced Pipeline Generation
• Partner-Generated Opportunities
• Account Growth and Expansion Revenue
• Forecast Accuracy
• Executive Relationship Development

What FormativGroup Offers

• Competitive base salary plus uncapped commission plan
• Accelerators for overachievement
• Remote-first culture
• Access to Salesforce, cloud, AI, and digital transformation leaders
• Opportunity to shape and grow a strategic SLED practice

Join FormativGroup and help government and education organizations transform how they serve citizens, students, faculty, and communities through innovative Salesforce-powered solutions.

Compensation

The Salesforce Account Executive - SLED will receive a competitive compensation package commensurate with experience, including base salary, variable incentive compensation, and benefits.

Location and Work Authorization

• This is a remote role with up to 50% travel. Candidates located in the Northeast United States are preferred.
• Applicants must be authorized to work for any employer in the United States. FormativGroup is unable to sponsor or assume sponsorship of an employment visa for this position.
• Candidates must reside in one of the following locations: AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, KY, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, or Washington, DC.

We are committed to pay equity and transparency. The compensation range for this position represents our good faith estimate of the range we reasonably expect to pay for this role at the time of posting. The actual compensation offered will be determined based on factors such as the candidate’s experience, skills, education, work location, and internal equity.

In addition to base pay, employees may be eligible for discretionary bonuses, commissions, or other incentive programs, as well as a comprehensive benefits package that includes medical, dental, vision, 401(k), paid time off, etc.

$150,000 - $185,000 USD

FormativGroupoperates within the critical middle layer of business technology, where applications and systems connect infrastructure to business processes. We are specialists who help the middle market take full advantage of their technology investments with deep, industry-centricexpertise, all in one place, to unify fragmented systems. With deep technicalexpertiseacross cloud architecture, system integration, AI, and data strategy, we bridge the gap between business goals and modern platforms.

FormativGroup is an equal opportunity employer providing opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

ADA Specifications: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in FormativGroup’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.