SLED Strategic Account Executive

Introducing Island, the Enterprise Browser - the ideal enterprise workplace, where work flows freely while remaining fundamentally secure. With the core needs of the enterprise naturally embedded in the browser itself, Island gives organizations complete control, visibility, and governance over the last mile, while delivering the same smooth Chromium-based browser experience users expect. Led by experienced leaders in enterprise security and browser technology and backed by leading venture funds -- Insight Partners, Sequoia Capital, Cyberstarts and Stripes Capital -- Island is redefining the future of work for some of the largest, most respected enterprises in the world.

At Island, we're building a team of sharp, bold, and ambitious sales pros who know how to grow and nurture customer relationships. If you love being the trusted advisor that clients turn to, and you thrive on hitting revenue targets while keeping accounts happy and expanding, this is your arena.

We're seeking a Strategic Account Executive to drive Island's growth across the State, Local, and Higher Education (SLED) market. This is a senior-level role for a proven hunter who thrives in complex public sector sales, knows the SLED landscape deeply, and brings the grit, creativity, and discipline required to build and close pipeline in a competitive market.

What You'll Do

• Own the SLED Territory: Develop and execute a comprehensive go-to-market plan for State, Local, and Higher Ed agencies and institutions.
• Drive Net-New Business: Generate and qualify opportunities through direct outreach, partner collaboration, and effective pipeline-building strategies.
• Manage the Full Sales Cycle: From lead generation through negotiation and close, manage long and complex procurement processes with multiple stakeholders.
• Engage Executives and Decision Makers: Build and maintain trusted relationships with CIOs, CISOs, procurement officials, and IT leadership across agencies and universities.
• Leverage the Partner Ecosystem: Work closely with resellers, integrators, and procurement vehicles to accelerate deal velocity and expand reach in the SLED market.
• Navigate Procurement and Contracting: Lead responses to RFPs, RFIs, and RFQs, ensuring compliance with public sector procurement rules while differentiating Island's value.
• Collaborate Internally: Partner with Sales Engineering, Marketing, Legal, and Customer Success teams to ensure alignment on account strategy and execution.
• Exceed Targets: Consistently deliver against quarterly and annual revenue goals.

What You'll Bring

• Minimum 5+ Years of SLED Sales Experience: Proven success selling cybersecurity, SaaS, or enterprise software solutions to state, local, and higher education customers.
• Deep Knowledge of SLED Procurement: Hands-on experience navigating public sector procurement cycles, RFP processes, and cooperative purchasing contracts (e.g., NASPO, DIR, E&I, OMNIA).
• Strong Partner Relationships: Established connections with top SLED resellers, system integrators, and technology partners.
• Proven Pipeline Generation Skills: Demonstrated ability to create and qualify pipeline independently through prospecting, cold outreach, and strategic account planning.
• Strategic and Consultative Selling Ability: Skilled at understanding customer missions, uncovering pain points, and delivering tailored security solutions that address real-world challenges.
• Grit and Execution: High energy, self-starter mentality with a relentless drive to win in a complex, competitive market.
• Technical Aptitude: Understanding of cybersecurity concepts, cloud architecture, and security frameworks common to the SLED environment.
• CRM Expertise: Proficiency in Salesforce or equivalent CRM tools for accurate forecasting and pipeline management.

Bonus Skills

• Start-up or hypergrowth experience in cybersecurity or SaaS
• Familiarity with public sector grant funding and compliance frameworks

Island is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, or veteran status.