Job Description

Nelnet is a diversified and innovative company committed to enriching lives through the power of service as a student loan servicer, professional services company, consumer loan originator and servicer, payments processor, renewable energy solutions, and K-12 and higher education expert. For over 40 years, Nelnet has been serving its customers, associates, and communities.

The perks of working at Nelnet go beyond our benefits package. When you join the Nelnet team, you're part of a community invested in the success of each individual. That support comes through in our work, as we are united by our mission of creating opportunities for people where they live, learn, and work.

The Enterprise Account Executive - SLED (Google Public Sector) role is accountable for growing Nelnet Government Services in the State, Local, and Education (SLED) market by creating a qualified pipeline, shaping opportunities, and closing services-led technology engagements. This is a national role with emphasis on states where Nelnet has an established footprint and where you have or can build strong relationships. You will sell consultatively to senior stakeholders (CIO/CTO, CDO, program leaders, procurement) across state agencies, local governments, K–12, and higher education.

What you will sell (services-led solution offerings):
AI/GenAI enablement and responsible adoption; custom application development and system integration. Engagements may be sold directly by Nelnet or through partner-led motions, including Google Public Sector, and commonly involve multi-stakeholder buying groups, formal procurement, and long-cycle sales processes.

Nelnet believes in a hybrid work environment that accommodates both in-office and remote work. This model promotes a positive work-life balance and culture, enabling in-person collaboration when possible while also providing benefits associated with remote work. The standard hybrid work schedule includes 24 hours of in-office work each non-travel week, for associates that reside within 30 miles of an office. This is subject to change, based on manager discretion.

At this time, we are unable to consider candidates that reside in these states: Alabama, California, Connecticut, Hawaii, Illinois, Maine, Massachusetts, Michigan, New Jersey, New York, Oregon, Rhode Island, Vermont, Washington.

Key Responsibilities:

• National coverage & relationship-led focus
  • Drive national new-business development with emphasis on priority “footprint states” and agencies where Nelnet is positioned to win.
  • Leverage existing relationships and build new executive connections; develop target-buyer maps and relationship plans across IT, program, finance, and procurement stakeholders.

• Pipeline creation & opportunity qualification
  • Create, qualify, and advance net-new opportunities for services-led technology transformation engagements.
  • Run discovery to confirm business outcomes, technical scope, buying process, funding, and timeline; maintain clear next steps.
  • Build and maintain a healthy pipeline aligned to quota and required coverage (targets set by leadership).
• Capture, procurement & competitive positioning
  • Monitor and influence procurement activity (RFI/RFQ/RFP) and pursue pre-RFP shaping where possible.
  • Lead/coordinate capture plans, win themes, teaming strategy, and executive engagement plans for priority pursuits.
  • Partner with internal proposal resources to storyboard responses, coordinate inputs, and support orals and negotiations.
• Solution selling & deal execution
  • Lead the end-to-end sales cycle from first meeting through contracting, including solution shaping, pricing alignment, and close plans.
  • Translate technical capabilities into clear value propositions and measurable outcomes for non-technical audiences.
  • Drive internal alignment across delivery, solution architecture, legal, and leadership to ensure solutions are credible and executable.
• Partner-led motions (including Google Public Sector)
  • Co-sell with strategic partners (i.e. Google Public Sector) to identify joint opportunities and accelerate pipeline.
  • Coordinate partner field engagement, account planning, and shared pursuit strategy; ensure roles/responsibilities are clear.
• Forecasting, CRM discipline & performance
  • Forecast accurately, maintain disciplined CRM hygiene, and communicate risks, asks, and close dates transparently.
  • Achieve or exceed quarterly and annual targets for bookings, pipeline, and strategic account penetration.
• Market presence & thought leadership
  • Represent Nelnet at relevant SLED conferences, association meetings, and industry events; build brand credibility in-market.
  • Provide market intelligence to inform solution packaging, messaging, and go-to-market priorities.

Qualifications:

• Required qualifications
  • 5+ years of quota-carrying sales experience, including 5+ years selling to SLED (state/local/education) organizations.
  • Demonstrated working knowledge of modern software delivery practices and emerging AI technologies, including agentic AI workflows and data science applications, sufficient to engage credibly with technical stakeholders and solution architects.
  • Ability to translate AI/GenAI capabilities into compelling value propositions for SLED clients navigating digital transformation, connecting technical concepts to business outcomes compliance considerations, and procurement realities.
  • Experience with partner-led public sector motions, specifically Google Public Sector, including co-sell execution, partner field alignment, and joint pursuit strategy.
  • Proven success selling complex technology services/solutions (e.g., application development, data/AI, GenAI) with long sales cycles and multiple stakeholders.
  • Demonstrated ability to lead end-to-end pursuits: discovery, qualification, capture planning, proposal/orals support, negotiation, and close.
  • Strong working knowledge of SLED procurement and contracting approaches (RFI/RFQ/RFP, budget cycles, evaluation/award processes).
  • Executive presence with the ability to build credibility with CIO/CTO and senior program leadership.
  • Forecasting rigor and CRM discipline; comfort operating in a metrics-driven environment.
  • Ability to travel as needed to support customer and partner engagement.
  • Ability to pass any required background checks for public sector client sites/projects.

• Preferred qualifications
  • Familiarity with common SLED cooperative or master contract vehicles (e.g., Carahsoft, NASPO, OMNIA, Sourcewell) and/or relevant state term schedules.
  • Experience supporting accessibility compliance initiatives (ADA/WCAG) and digital experience modernization programs.
  • Experience selling into K–12 and/or higher education buying centers (including familiarity with EdTech and E-rate, where relevant).
  • Formal sales methodology training (e.g., MEDDIC, Challenger, Miller Heiman) and/or relevant cloud/industry certifications.

What We Also Offer:

• Base Annual Salary Range: $110,000 - $160,000, depending on experience with uncapped commission structure.
• Professional development and training opportunities.
• Opportunity to shape SLED go-to market strategy and influence solution packaging.
• Direct visibility and interaction with executive leadership.
• Fast-paced, entrepreneurial environment with significant growth potential.

How to Apply: Please submit your resume along with a cover letter that highlights:

• Your experience and results selling technology services/solutions to SLED organizations.
• One example of a complex public sector pursuit you led (capture approach, procurement path, and outcome).
• How you build pipeline in a new territory and maintain forecast/CRM discipline.
• Any relevant partner-led selling experience (e.g., Google Public Sector co-sell), if applicable.

Our benefits package includes medical, dental, vision, HSA and FSA, generous earned time off, 401K/student loan repayment, life insurance & AD&D insurance, employee assistance program, employee stock purchase program, tuition reimbursement, performance-based incentive pay, short- and long-term disability, and a robust wellness program. Click here to learn more about our benefits: LINK

Nelnet is committed to providing a welcoming and respectful workplace where all associates have the opportunity to succeed. As an Equal Opportunity Employer, we ensure that all qualified applicants are considered for employment. Employment decisions are made without regard to race, color, religion/creed, national origin, gender, sex, marital status, age, disability, use of a guide dog or service animal, sexual orientation, military/veteran status, or any other status protected by federal, state, or local law. We value the unique contributions of every team member and believe that a positive work environment benefits everyone.

Qualified individuals with disabilities who require reasonable accommodations in order to apply or compete for positions at Nelnet may request such accommodations by contacting Corporate Recruiting at 402-486-5725 orcorporaterecruiting@nelnet.net

Nelnet is a Drug Free and Tobacco Free Workplace.