Account Executive – Government

This is a fully remote position, open to applicants in North Carolina, +2 more states.

📋 Description

• Achieve and surpass sales goals with a proven, quantifiable track record of success.

• Manage intricate public sector sales processes from initial prospecting to contract finalization, which includes:

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

• Conducting pilots with well-defined success metrics linked to government KPIs (such as corridor delivery timelines, reduction in permit delays, and prevention of dig-in incidents).

• Transforming pilots into multi-year enterprise agreements or master contracts.

• Create innovative, targeted outbound campaigns designed for government buyer personas — including Capital Program Directors, Right-of-Way & Permitting Managers, Transportation Engineers, and GIS/Asset Management Teams.

• Navigate the complexities of government procurement processes, including RFP/RFQ submissions, cooperative purchasing options, and compliance standards typical of public sector organizations.

• Develop persuasive sales materials, including executive presentations, ROI analyses, and business cases that illustrate measurable effects on program delivery, inter-agency collaboration, and reduction of public liability.

• Maintain stakeholder engagement throughout extended government procurement cycles, utilizing patience, persistence, and strategies that align with budget and program planning timelines.

• Represent CivilGrid at government, infrastructure, and public works industry events, employing a strategic, outcome-oriented approach to networking and prospecting.

• Utilize and enhance an existing personal network within the public sector and government infrastructure arena to uncover new opportunities and stimulate pipeline growth.

⛳️ Requirements

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

• Proven experience in selling software or technology solutions directly to state or local government entities — such as DOTs, public works departments, municipalities, or public agencies — is essential.

• Comprehensive understanding of government purchasing processes: capital program budgeting cycles, RFP/RFQ frameworks, cooperative purchasing methods, and multi-stakeholder approval pathways.

• Established capability to manage multi-threaded deals with extended sales cycles involving capital planning, engineering, GIS, IT, and procurement stakeholders.

• Familiarity with government infrastructure terminology: capital programs, right-of-way, corridor projects, NEPA reviews, federal funding criteria, paving coordination, and permitting processes.

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

• Highly competitive, driven, and focused on achieving results.

• Proficient in various sales platforms, including SFDC, Gong, Zoominfo, Salesloft, and Outreach.

• Must be based in the US East.

🏝️ Benefits

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

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

• Unlimited paid time off (PTO) with a culture that encourages its use.

• 401(k) retirement plan.

• A flexible, remote-friendly work environment.

• A high-trust team that offers real ownership and the opportunity to engage in the most meaningful work of your career.