Description About the Role NinjaOne is rapidly expanding into the Public Sector, and we're looking for a sharp, strategic, and mission-driven Enterprise Account Executive, Federal to accelerate our growth across U.S. Federal Civilian agencies from the ground up with our FedRamp validated platform. In this quota-carrying role, you'll be responsible for landing net-new logos and expanding existing relationships-owning the full sales cycle from discovery to close. You'll navigate complex buying centers, long procurement cycles, and compliance requirements unique to the Federal space, bringing a deep understanding of the acquisition ecosystem and a consultative approach to every conversation. As a key member of NinjaOne's Public Sector Growth team, you'll work cross-functionally with SEs, Product, Engineering, Legal, Marketing, and Channel partners to deliver a seamless, value-driven experience that aligns with agency missions and regulatory standards. Location - We are flexible on hybrid/remote working from home if you are located in the USA and reside in one of the following states: MD or VA. Preference/Priority will be given to candidates based in VA or MD or those willing to relocate unassisted. Travel Requirement - Up to 40% representing NinjaOne at key industry events, product launches, and customer engagements. What You'll Be Doing - Qualify and develop Federal prospects to maintain an up-to-date pipeline aligned to territory and quota goals - Lead full-cycle sales efforts: prospecting, discovery, value articulation, demo, negotiation, and close - Build and manage a Federal Civilian pipeline and associated opportunities - Become a trusted advisor on NinjaOne's platform-tailoring solutions to mission needs and compliance constraints (FedRAMP, NIST, DoD IL frameworks) - Identify and engage key technical, procurement, and security stakeholders to drive deals forward - Work closely with channel partners, internal SDRs, and Marketing to penetrate net-new accounts and drive account-based campaigns - Collaborate cross-functionally with Legal and Compliance teams while owning RFIs, RFPs, and procurement documentation - Negotiate pricing, terms, and implementation plans with leadership approval on strategic deals - Accurately forecast pipeline in Salesforce and drive consistent quota attainment - Represent NinjaOne at industry events, partner summits, and government conferences to grow visibility and pipeline About You - 5+ years of experience in Enterprise SaaS sales, with a strong proven track record of success in Federal accounts - Experience managing long, complex sales cycles within the U.S. Federal Government - Deep understanding of Federal acquisition processes, including BPAs, GWACs, OTAs, and IDIQ vehicles - Strong command of highly regulated compliance frameworks such as FedRAMP, NIST 800-53, and Zero Trust-and how they relate to SaaS vendor selection - Skilled at building rapport with technical and procurement audiences and mapping stakeholders across large agencies - Exceptional communication, presentation, and storytelling skills tailored to mission-driven buyers - Experience using Salesforce or a similar CRM to track pipeline and forecast with precision - Experience with GovWin to support early capture planning, track pre-RFP activity, and align sales efforts with forecasted opportunities - Bachelor's degree or equivalent experience preferred - Motivated, organized, and excited to grow your career in Public Sector technology sales - Highly collaborative, with a proven ability to build trust and influence across Sales, Marketing, Channel, Product, and other key functions at all levels. - Operates with urgency and flexibility, applying structured thinking to ambiguous situations and excelling in dynamic, high-growth environments where priorities evolve quickly. - Embody NinjaOne's values: Curiosity, Integrity, Kindness, Humility, Builders and foster an environment where these values thrive. About Us NinjaOne automates the hardest parts of IT to deliver visibility, security, and control over all endpoints for more than 20,000 customers. The NinjaOne automated endpoint management platform is proven to increase productivity, reduce security risk, and lower costs for IT teams and managed service providers. NinjaOne is obsessed with customer success and provides free and unlimited onboarding, training, and support. NinjaOne is #1 on G2 in endpoint management, patch management, remote monitoring and management, and mobile device management. What You'll Love We are a collaborative, kind, and curious community. We honor your flexibility needs with full-time work that is hybrid remote. We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance. We help you prepare for your financial future with our 401(k) plan. We prioritize your work-life balance with our unlimited PTO. We reward your work with opportunity for growth and advancement. Additional Information: This position is NOT eligible for Visa sponsorship. *Due to operational policies, NinjaOne is unable to hire for this role within the city limits of Chicago. We will consider all qualified candidates who reside outside of the city proper or are willing to self-relocate. Starting pay for the successful applicant depends on a variety of job-related factors, including but not limited to location, market demands, experience, job-related knowledge, and skills. The benefits available for this position include medical, dental, vision, 401(k) plan, life insurance coverage and PTO. For roles based in Maryland the base salary hiring range for this position is $125,000 to $150,000 per year with On Target Earnings of $250,000 to $300,000 per year. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment. #LI-LB1 #LI-Remote #BI-Remote

• Deliver annual revenue and account profitability targets while increasing sales pipeline in accordance with sales growth plans. • Develop and execute detailed business plans for existing clients to grow the sales pipeline by cross-selling additional offerings and increasing the number and size of projects with clients. • Acquire new logo clients and sales through existing contacts and lead referrals. • Contact decision-makers, screen potential business opportunities, identify prospect needs, select deals in line with Imagine value proposition and strategies. • Attend trade shows and customer events. • Regularly enter and update Salesforce with prospect and customer intelligence. • Monitor and evaluate industry trends and customer headlines. • Present and conduct compelling virtual demonstrations. • Lead the development of proposals and presentations for new business. • Manage proposal response process, including detailed RFP requirements, content creation, and various inputs. • Assist with the development and implementation of overarching sales and business development strategies.

• Responsible for achieving annual sales quota and personally negotiating Enterprise-wide agreements. • Coordinate and lead all sales activities to achieve business goals. • Ensure the proposed sales and solutions capitalize on NiCE CXone Mpower's strengths. • Establishing new strategic relationships while maintaining existing ones. • Develop and maintain high-level relations with ‘C’ levels. • Initiate, support, develop and monitor purchasing agreements between NiCE CXone Mpower and the customer.

Role Description The Account Director II - Channel Management assumes Leadership of the Partner’s experience with the standard Lumen Enterprise Acquire and Customer Success policies, processes, and tools as well as those created specifically for the Partner Channel. The responsibilities include building, growing, and maintaining mutually beneficial relationships with the right strategic Partners to expand our market share. This role identifies, recruits, and manages an assigned account base of indirect sales, telecommunications partners to generate revenue by executing channel programs. The Account Director II is responsible for selling new and existing company products and services, targeting business to business clients. Main Responsibilities - Drive inflight sales opportunities with Partner/Customer/Internal teams - Develop and implement opportunities to cross-sell and up-sell accounts, increasing overall revenue spend by targeted customers - Create account plans and strategies to win new business from existing customers - Solution pricing review and negotiation - Develop sales in designated account base by working with partners to identify new sales opportunities - Responsible for Funnel, Promo, Spiff and Deal reviews - Define solution design, Pricing strategy, DSR for marketing promo, OM engagement - SFA opportunity creation and Funnel Management - Partner Engagement – New partner activation, dormant partner reactivation, relationship building - Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet and exceed quota requirements - Manage and serve as the escalation path for end customers and partners to ensure superior customer experience - Coordinate and deliver training and on-boarding programs for Partners to ensure sales readiness for company products and processes, including product and systems training - Coordinate with Inside Sales on partner sales opportunities, prepare customer presentations, and coordinate with internal groups (sales engineering, product, etc.) during the sales process Qualifications - 9+ years of related experience - Proficient understanding of company’s telecommunications products and network capabilities - Valid driver license as role may require driving to customer and/or partner meetings - Ability to travel an average of 25% Preferred Qualifications - Bachelor’s or master’s degree in business, marketing, or related field with 9+ years of related experience - Proven success of building strong relationships and partnerships - Advanced understanding of company’s telecommunications products and network capabilities - Advanced knowledge of company financial measurements, telecommunications industry, and indirect sales model Compensation This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors. - Location Based Pay Ranges: $107,499 - $143,325 in these states: GA Benefits - Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing Background Screening If you are selected for a position, there will be a background screen, which may include checks for criminal records and/or motor vehicle reports and/or drug screening, depending on the position requirements. Equal Employment Opportunities We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). Privacy Notice Lumen is committed to protecting the privacy and security of personal information collected during the recruitment and hiring process. Disclaimer The job responsibilities described above indicate the general nature and level of work performed by employees within this classification. It is not intended to include a comprehensive inventory of all duties and responsibilities for this job. Job duties and responsibilities are subject to change based on evolving business needs and conditions.