Account Executive

This is a fully remote position, open to applicants in Florida.

📋 Description

• Take ownership of the entire sales process for state and local government accounts, from initial prospecting to closing deals.

• Develop a sales pipeline utilizing AI tools to research agencies, identify key buyers, and execute outreach efforts.

• Navigate Requests for Proposals (RFPs), cooperative purchasing agreements, sole-source justifications, and budget cycles effectively.

• Establish and nurture relationships with department heads, Chief Information Officers (CIOs), clerks, and procurement officers during renewals and expansions.

• Conduct discovery sessions and demonstrations in collaboration with Forward Deployed Project Managers, ensuring well-defined deals are handed off.

• Represent Concourse at government conferences, trade shows, and various association events.

• Provide valuable insights regarding buyers, pricing strategies, and objections to the founder and product team.

• Contribute to the development of the sales playbook as one of the initial sales hires.

⛳️ Requirements

• A minimum of 3 years of B2B closing experience, preferably in sales to government or enterprise clients.

• Proven track record of successfully closed deals, including details on buyers and deal metrics.

• A history of consistently meeting or exceeding sales quotas.

• Comfort with lengthy sales cycles and procurement processes that involve multiple stakeholders.

• Passion for AI, with the ability to utilize AI tools to enhance efficiency and articulate their benefits to government buyers.

• Experience in selling to state and local agencies, courts, permitting bodies, utilities, or school districts is a plus.

• Familiarity with cooperative purchasing vehicles or state contracts is advantageous.

• Experience in early-stage startups, particularly as one of the first sales hires, is a plus.

• Residency in Florida is required.

• Must indicate whether visa sponsorship will be necessary.

🏝️ Benefits

• Equity participation.

• Commission structure.

• Travel within Florida approximately once or twice a month for client meetings and conferences.

• Occasional visits to the New York office for team-building activities.