• Develop and execute strategic sales plans focused on State, Local Government, and Education accounts. • Build and maintain relationships with procurement teams, purchasing departments, IT leadership, fleet/operations stakeholders, and executive decision-makers. • Manage complex enterprise sales cycles including RFPs, RFQs, cooperative purchasing agreements, and contract negotiations. • Identify opportunities for new business growth while expanding existing customer relationships. • Understand customer operational needs and position solutions that align with procurement requirements and long-term objectives. • Collaborate cross-functionally with marketing, customer success, operations, and leadership teams to support account growth. • Maintain accurate forecasting, pipeline management, and CRM activity tracking. • Attend industry conferences, trade shows, and networking events relevant to SLED markets. • Stay informed on government procurement trends, compliance requirements, and purchasing vehicles.

DescriptionWe’re looking for a Territory Account Executive (TAE) to join our expanding sales team in São Paulo. This is a high-impact role focused on driving depth and growth within a portfolio of the Enterprise accounts in Brazil. The core mandate of the TAE will be to cultivate deep relationships, increase revenue penetration, and acquire new strategic logos. About The Role - Portfolio Management: Manage a targeted portfolio of approximately 25 major enterprise accounts in Brazil, split equally between active clients and strategic new prospects (new logos). - Strategic Growth: Focus intensely on increasing the relationship depth and service penetration within these accounts. - Customer Success: Take our commitment to the next level by building an amazing product and providing the best possible service to ensure our strategic clients achieve overwhelming success using our platform. - Secure contract renewals and drive retention within the existing client portfolio. - Possess a comprehensive understanding of monday.com solution and connect that knowledge directly to customer ROI - Proactively build and identify opportunity signals and generate expansion opportunities (up-sell, add-on, cross-sell, etc.) - Be an expert on the monday.com platform, with a deep understanding of our capabilities and value - Consult with customers on their internal processes and challenge leaders to drive change across their organization - Create and implement internal promotion programs within customer organizations to generate awareness and drive usage of monday.com - Partner with others at monday.com to ensure successful account management and surface customer inputs back Requirements - LI7+ years of B2B SaaS sales account management experience working with large, enterprise-level accounts (> 50-150K ACV) - Own the full sales cycle, from identifying expansion opportunities to building relationships with key stakeholders to negotiation and contracting - Prior experience in Strategy consulting - an advantage - English fluency required / Spanish Fluency is big plus - Strong customer-facing and presentation skills with the ability to establish credibility with executives - Superb written and verbal communication skills - Positive attitude, empathy, and high energy What monday.com can offer you: - Opportunity to join a well-funded, proven company with big ambitions, competitive salary and benefit package, bonus potential, and eligibility to take part in the company equity incentive program - Amazing company culture that values transparency and collaboration while never forgetting to have fun while we work! - Monthly stipends for food, wellness, and commuter work - Fully dedicated learning and development team that provides opportunities for our employees to hone and gain new skills - Award winning work environment - named a "Best Place to Work" by BuiltIn as well as "Great Place To Work" certified - We foster diversity, inclusion, and belonging through our Employee Resource Groups in addition to providing access to resources and education to support our team, facilitate conversations, and encourage understanding - A global work environment with employees in Tel Aviv, New York, San Francisco, Miami, Chicago, Denver, London, Kiev, Sydney, São Paulo, and Tokyo monday.com is proud to be an equal opportunity employer. We hire talented individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, military or veteran status, cultural background, religious beliefs, or any other characteristic protected by federal, state, or local laws. #LI-HYBRID

Role Description We are seeking an experienced and driven Senior Account Executive – SLED to lead enterprise sales efforts within the State, Local Government, and Education markets. This role is responsible for developing strategic relationships, managing complex procurement cycles, and driving revenue growth through consultative sales of enterprise solutions. The ideal candidate brings 3+ years of direct SLED sales experience, understands government and education purchasing processes, and has a proven track record of navigating enterprise-level deals from prospecting through close. - Develop and execute strategic sales plans focused on State, Local Government, and Education accounts. - Build and maintain relationships with procurement teams, purchasing departments, IT leadership, fleet/operations stakeholders, and executive decision-makers. - Manage complex enterprise sales cycles including RFPs, RFQs, cooperative purchasing agreements, and contract negotiations. - Identify opportunities for new business growth while expanding existing customer relationships. - Understand customer operational needs and position solutions that align with procurement requirements and long-term objectives. - Collaborate cross-functionally with marketing, customer success, operations, and leadership teams to support account growth. - Maintain accurate forecasting, pipeline management, and CRM activity tracking. - Attend industry conferences, trade shows, and networking events relevant to SLED markets. - Stay informed on government procurement trends, compliance requirements, and purchasing vehicles. Qualifications - 3+ years of direct SLED sales experience in enterprise or technology-focused environments. - Proven success managing complex enterprise sales opportunities and achieving quota attainment. - Strong understanding of government and education procurement processes. - Cooperative purchasing contracts and purchasing vehicles. - RFP/RFQ response processes. - Enterprise account management. - Experience selling into State agencies, Local municipalities, K-12 or Higher Education institutions. - Excellent presentation, negotiation, and communication skills. - Ability to build trusted advisor relationships with executive stakeholders. - Experience using CRM platforms such as Salesforce, HubSpot, or similar tools. Requirements - Experience in SaaS, technology, fleet, public sector, or enterprise solution sales. - Existing network within SLED organizations and procurement channels. - Familiarity with NASPO, Sourcewell, OMNIA, BuyBoard, or other cooperative purchasing programs. - Bachelor’s degree in Business, Marketing, Public Administration, or related field. Desired Skills & Competencies - Enterprise sales strategy. - Public sector relationship management. - Contract negotiation. - Consultative selling. - Forecasting & pipeline management. - Strategic account planning. - Cross-functional collaboration. Benefits - Medical, dental, and vision coverage. - Short and long-term disability coverage. - Basic life insurance. - Optional supplementary life insurance policy available. - UKI will cover 100% of your individual premium for medical, dental, vision, disability, and basic life. - 401k plan with basic safe harbor matching (up to 4% match with 5% contribution). - 15 days of PTO annually for either vacation or sick days. - 12 company holidays (same as 11 federal holidays) plus Christmas Eve. - Professional Training and Certification Support. - Fully Remote Work Environment.

• Drive new business and grow existing accounts for our Enterprise Content Management (ECM) and XML Structured Content Management (SCM) solutions. • Spend approximately 60–70% of your time hunting for new enterprise logos and 30–40% expanding relationships within existing customers. • Build relationships and work closely with prospects and clients to understand their content, documentation, digital transformation challenges, and overall business objectives. • Position our solutions to deliver measurable business value. • Represent the company at industry conferences and actively follow up on events, marketing campaigns, partners, and other channels, building relationships and turning interest into opportunities.