Account Executive – Government

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

📋 Description

• Achieve and surpass sales objectives with a robust, measurable track record of success.

• Spearhead intricate public sector sales processes from initial prospecting to contract finalization.

• Obtain executive sponsorship from capital program directors, engineering leaders, and GIS/asset management teams.

• Conduct pilot projects with well-defined success metrics aligned with government KPIs.

• Transform pilots into long-term enterprise agreements or master contracts.

• Create focused outbound campaigns designed for government buyer personas.

• Navigate the intricacies of government procurement processes, including RFP/RFQ responses, cooperative purchasing options, and public-sector compliance regulations.

• Develop executive presentations, ROI assessments, and business cases that showcase measurable impact.

• Ensure stakeholder engagement throughout extensive government procurement cycles.

• Represent CivilGrid at government, infrastructure, and public works industry events.

• Leverage and expand an existing personal network within the public sector and government infrastructure domain.

• Report directly to the Head of Sales.

• Own and enhance CivilGrid’s presence across various cities and municipalities in California.

⛳️ Requirements

• Over 5 years of enterprise sales experience with a proven history of meeting or exceeding sales quotas.

• Proven experience in selling software or technology solutions directly to state or local government entities, including cities, public works departments, municipalities, or public agencies; this is a hard requirement.

• In-depth knowledge of government agency purchasing, including capital program budgeting cycles, RFP/RFQ procedures, cooperative purchasing options, and multi-stakeholder approval processes.

• Demonstrated capability to manage complex deals with lengthy sales cycles involving capital planning, engineering, GIS, IT, and procurement stakeholders.

• Familiarity with terminology related to government infrastructure, including capital programs, right-of-way, corridor projects, NEPA review, federal funding requirements, paving coordination, and permitting.

• Exceptional communication skills with the ability to tailor messaging for agency executives, technical teams, and operational stakeholders.

• Highly competitive, motivated, and results-driven.

• Proficient in using sales platforms such as SFDC, Gong, ZoomInfo, Salesloft, or Outreach.

• Must be based in California.

• Willingness to travel within the state up to 50% of the time.

• Established relationships with major California cities, county public works departments, or municipal infrastructure agencies (bonus).

• Knowledge of federal infrastructure funding programs such as IIJA, FHWA, and FTA (bonus).

• Experience with navigating government cooperative purchasing vehicles such as Sourcewell, NASPO, and state-specific contracts (bonus).

• Legally authorized to work in the United States of America.

🏝️ Benefits

• Significant early-stage equity opportunities.

• Company-sponsored medical, dental, and vision insurance — including medical plans at no cost to employees.

• Flexible Spending Account (FSA) options for health and dependent care.

• Unlimited PTO with a culture that encourages its utilization.

• 401(k) retirement plan.

• A flexible, remote-friendly work environment.

• A high-trust team dynamic, genuine ownership, and the opportunity to engage in the most significant work of your career.