SLED Sales Executive

Nuix; Reston (VA); Hybrid; USD 120,000 - 190,000; Full time

Job summary

Nuix is actively seeking an experienced SLED Sales Account Executive to own and grow a defined state, local government and education territory. This hunter-focused role requires navigating complex public-sector procurement to close high-value enterprise agreements and position Nuix as a strategic platform partner.

You will manage the full sales cycle from territory planning to contract execution, building executive relationships and coordinating internal resources to win multi-stakeholder deals

Qualifications

• Extensive enterprise software or SaaS sales experience into state/local government or higher ed.
• Experience positioning a software platform as a long-term strategic investment.
• Fluency with structured sales qualification methodologies (MEDDIC/Challenger or similar).
• Ability to engage multi-level stakeholders across diverse agencies and institutions.
• Knowledge of SLED procurement processes and contract vehicles.

Responsibilities

• Own and grow a defined SLED territory with new logos and expansions.
• Lead full sales cycle from prospecting to contract execution with precision.
• Build executive relationships with department heads to position Nuix as a strategic partner.
• Maintain a reliable pipeline and accurate CRM data for forecast visibility.
• Coordinate internal resources to address objections and RFP/RFI responses.

Skills

Enterprise SaaS

Platform sales

Structured methodology

Stakeholder engagement

SLED procurement

Job description

We're on a mission to be a Force For Good, through our People, Products and Purpose at Nuix. This extends to our People. We're fiercely passionate, love working at pace, thrive in ambiguity, live, and breathe outside of the box, and above all are good humans. We're determined to make a positive difference in the world, whether through our solutions which help the top companies, governments and agencies find the truth and combat illegal activities, or through our people who care about contributing and giving back both within, and outside, of Nuix. We are a Force For Good. We're selective about who comes on board, and you should be too.

About the Role

Nuix is looking for an experienced and driven SLED Sales Account Executive to own and grow a defined territory of state, local government and education accounts. This is a strategic, hunter-focused role for a sales professional who thrives in complex public-sector environments and knows how to navigate government procurement processes to close high-value enterprise agreements.

You will be responsible for the full sales cycle - from territory planning and prospecting to contract execution - positioning the Nuix platform as a strategic, long-term investment for public-sector organisations.

Location

This position will be based in our Reston, VA office. The candidate is required to attend the office a minimum of 3 days per week, but may voluntarily elect to work either remotely or from the Reston office for the remaining days of the week.

Key Responsibilities

• Territory Ownership. Own and grow a defined territory of state, local government and education (SLED) accounts. Develop and execute an annual territory plan that targets net-new logos and expansion within existing accounts to deliver sustained revenue growth year on year.
• End-to-End Sales Cycle. Drive the full sales cycle from initial qualification through to contract execution and handover. Apply a structured qualification methodology such as MEDDIC, MEDDPICC, Challenger or an equivalent framework to assess opportunity quality, manage stakeholder consensus and advance complex deals through public-sector procurement processes, cooperative purchasing vehicles and competitive solicitations with discipline and accuracy.
• Executive Relationship Building. Build and maintain executive-level relationships across each target account. Engage decision-makers at every level of the buying organisation - from department heads and IT directors to elected officials, agency commissioners and university leadership - ensuring Nuix is positioned as a strategic platform partner rather than a point solution.
• Pipeline & Forecast Management. Develop and maintain a pipeline that is sufficient in volume and quality to meet and exceed quota. Maintain accurate opportunity data and forecast commitments in the CRM at all times, giving the business reliable visibility of expected revenue across short and long-horizon deals, including those aligned to state fiscal-year budget cycles.
• Negotiation & Deal Structuring. Lead contractual negotiation on all opportunities within your territory. Construct proposals that reflect the full value of the Nuix platform - leveraging state contracts, cooperative agreements (e.g., NASPO ValuePoint, OMNIA Partners, Sourcewell) and sole-source justifications where applicable - then negotiate terms that protect margin and establish the foundation for a long-term customer relationship.
• Internal Resource Coordination. Coordinate internal resources to deliver a compelling and consistent buyer experience throughout each sales engagement. Direct pre-sales engineers, product specialists and executive sponsors at the right moments in the cycle to strengthen the business case, support RFP/RFI responses and address technical or commercial objections.

Skills, Knowledge & Expertise

• Enterprise Software Sales Experience. Demonstrated success selling complex enterprise software or SaaS platforms on extended sales cycles into state, local government or higher-education institutions. A consistent track record of closing high-value, multi-stakeholder agreements, ideally in data intelligence, investigative analytics, legal technology, eDiscovery, public safety, digital forensics or an adjacent regulated technology sector.
• Platform Sales Capability. Proven ability to sell a platform rather than individual products or modules. Experience positioning an integrated software platform as a strategic investment rather than a tactical purchase, with the commercial and conversational skills to align a buying committee - often spanning multiple departments or agencies - around that narrative.
• Structured Sales Methodology. Fluency in a structured sales qualification methodology applied to long and complex cycles. Practical experience applying MEDDIC, MEDDPICC, Challenger or an equivalent framework to qualify, advance and close enterprise opportunities that span multiple quarters, fiscal years or legislative budget sessions.
• Multi-Level Stakeholder Engagement. The range and confidence to sell credibly to practitioners, technical evaluators and senior public-sector leaders. Demonstrable experience navigating large government agencies, school districts or university systems and adapting your approach, language and value proposition to meet the needs of diverse stakeholders - from analysts and investigators to CIOs, city managers and elected officials.
• SLED Procurement Knowledge. Working knowledge of SLED procurement processes, contract vehicles and compliance requirements. Familiarity with state purchasing schedules, cooperative contracts, RFP/RFQ response processes, and the regulatory and budgetary constraints unique to public-sector and education buyers.

About Nuix

Nuix is on an incredible journey of transformation, aligning our strengths with our ambitions to pursue greater opportunities. As we expand our global team and extend our skills and expertise, we are unified as one Nuix team guided by our shared values.

https://www.nuix.com/

Vision: Finding Truth in a Digital World.

Mission: Nuix creates innovative software that empowers organisations to simply and quickly find the truth from any data in a digital world. We are a passionate and talented team, delighting our customers with software that transforms data into actionable intelligence.

Values

• Take ownership and follow up
• Resilient - we learn from the past and are optimistic about tomorrow
• Unafraid to do the right thing, quickly
• Team Nuix - first and foremost
• Hero our customers and innovate for them