Account Executive

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Take ownership of new business opportunities and account expansion within a designated portfolio of U.S. states.

• Handle a personal revenue goal and manage the complete sales cycle.

• Identify significant agency challenges, formulate business cases, and secure actionable agreements.

• Generate demand through focused outreach, executive relationships, industry networks, conferences, and collaborative partnerships.

• Establish trusted relationships with agency heads, deputy secretaries, CIOs, budget owners, and program leaders.

• Identify needs, quantify benefits, recognize executive sponsors, and establish funding and procurement pathways.

• Collaborate with product, engineering, and deployment teams to define project scope, pricing, and success metrics.

• Lead the proposal process, coordinate with buyers, negotiate terms, and address technical, legal, commercial, security, and integration requirements.

• Navigate through state budget cycles and procurement processes, including solicitations, reseller agreements, and cooperative contracts.

• Manage the commercial relationship post-signature, driving references, renewals, and growth.

• Maintain account plans and forecasts, share customer buying signals, and enhance repeatable sales processes.

⛳️ Requirements

• Over 10 years of relevant experience in the public sector, preferably at the state government level, in enterprise technology sales, public-sector consulting, or transformation.

• Significant experience working with U.S. state agencies, with direct responsibility for acquiring and expanding business.

• Proven track record of originating, shaping, and closing complex seven-figure custom technology deployments or tailored technology projects.

• Comprehensive understanding of state agency priorities, institutional constraints, and the procurement of technology and services, including funding cycles, solicitations, contract vehicles, legal reviews, and security approvals.

• Capacity to advise senior government officials and collaborate with political appointees and career staff.

• Strong analytical and commercial judgment; ability to create quantified business cases and executive recommendations.

• Proficient in discussing AI capabilities, data integration, and implementation trade-offs with executives and engineers.

• Ability to build a sales pipeline, develop compelling proposals and presentations, and lead teams without formal authority.

• Commitment to public service and the responsible application of technology.

• Legally authorized to work in the United States.

• Experience in personally selling and closing technology or consulting engagements with U.S. state-government agencies.

• Bonus: background in state administration, procurement, transportation, environmental permitting, budgeting, legal or regulatory workflows.

• Bonus: experience in launching new AI or software products to market, or selling through resellers, systems integrators, and public-sector contract vehicles.

🏝️ Benefits

• Regular travel to customer locations is anticipated (30-50%).