SLED Account Executive

Must be located in Colorado or California

Accelerate Your Career in Cybersecurity

As a leader in Automated Security Validation, we help businesses around the world safely emulate real-world attacks to uncover their vulnerabilities. At Pentera, you will be at the forefront of cybersecurity innovation, working on advanced tools that challenge organizations' defenses and push the limits of security testing.

With over 400 team members and 1,100 customers in more than 50 countries, Pentera is a growing company supported by top investors like Insight Partners, K1, and The Blackstone Group.

If you are looking to grow your skills, make a difference, and be part of an innovative team, Pentera is the place for you.

About the Role

We are looking for a highly motivated and experienced State, Local, and Education (SLED) Account Executive based in either Colorado or California to support the West region. The SLED Account Executive is responsible for driving new business, expanding existing accounts, and positioning the company’s cybersecurity solutions across State, Local Government, and Education (SLED) markets.

This role requires deep understanding of cybersecurity challenges facing the public sector, a strong consultative selling approach, and the ability to navigate complex procurement processes. The Account Executive will own the full sales cycle, build strategic relationships with key stakeholders, and collaborate closely with internal teams to deliver tailored security solutions.

Roles and Responsibilities

• Develop and execute a territory plan focused on achieving annual revenue and growth targets within the SLED sector.
• Manage the entire sales lifecycle including prospecting, qualification, solution development, pricing, negotiation, and closing.
• Drive pipeline generation through proactive outreach, partner collaboration, and participation in industry events, conferences, and webinars.
• Lead RFP/RFQ responses and engage cross-functional teams to ensure competitive and compliant submissions
• Stay informed of cybersecurity trends, regulatory requirements, frameworks (NIST, CMMC, FedRAMP, etc.), and emerging threats relevant to government and education environments.
• Understand budget cycles, procurement vehicles (cooperative contracts, state schedules, etc.) and SLED funding models.
• Monitor competitive landscape to effectively position company offerings.

• 5 years of sales experience, preferably in cybersecurity, SaaS, or enterprise technology.
• Proven success selling into State, Local Government, and Education sectors.
• Strong understanding of cybersecurity technologies such as vulnerability management, penetration testing, endpoint security, cloud security, identity security, or network security.
• Extensive experience managing long sales cycles and complex procurement processes.
• Excellent communication, presentation, and negotiation skills.
• Ability to work independently, manage multiple priorities, and travel within assigned territory.
• Existing relationships across SLED agencies within the region.
• Experience responding to public sector RFPs/RFIs.
• Familiarity with public-sector compliance standards such as NIST 800-53, CMMC, FERPA, or HIPAA.

Compensation range: $130,000.00 - $150,000.00 USD This range covers base salary only (depending on experience and location). At Pentera, we believe compensation goes beyond numbers. Our total rewards include great benefits, performance incentives, and plenty of extras that make a real difference day to day.

We are an equal opportunity employer and we are committed to building a diverse and talented workforce. We do not discriminate based on race, sex, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, medical condition, disability, or any other class or characteristic protected by applicable law. We welcome candidates from all backgrounds to join us!