Account Director, State and Local Government

Responsibilities

• Manage a focused set of key state and local government accounts, developing and executing comprehensive state and local government account plans
• Lead state and local government customers through their AI adoption journey, from consideration to successful deployment
• Partner with solutions and research engineering to build and execute complex government customer programs and projects
• Own and manage a state and local government consumption revenue target
• Oversee consumption revenue forecasting and reporting
• Analyze key state and local government account metrics and provide insights to internal and external stakeholders
• Closely monitor the state and local government landscape (agencies, policies, competitors, partners, etc.) to inform product roadmaps and corporate strategies
• Build and maintain executive relationships with state CIOs, agency leaders, innovation offices, procurement stakeholders, and other senior public sector decision-makers
• Collaborate cross-functionally with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering
• Support the recruitment and onboarding of state and local government-focused team members
• Foster the development of our company culture within the state and local government practice

Requirements

• 10+ years of experience either selling enterprise technology solutions into state and local government customers or leading digital transformation, AI adoption, enterprise technology modernization, innovation initiatives, or large-scale technology deployments from within state and local government organizations
• Achieving state and local government revenue targets of >$2M per year consistently over multiple years
• Designing and executing complex state and local government deal strategies, including experience with state procurement processes, cooperative purchasing vehicles, RFPs, and government contracting mechanisms
• Supporting growth in fast-paced, high-performance state and local government environments
• Working directly with senior government executives and state and local government agency leaders
• Communicating technical and strategic concepts clearly to government customers and internal stakeholders
• Leading high-visibility state and local government customer events, briefings, and industry engagements
• Gathering, distilling, and processing detailed state and local government market intelligence (agency priorities, policy changes, competitor activities, etc.)
• Experience selling into large state agencies, cities, counties, public safety organizations, transportation agencies, higher education institutions, or other complex public sector organizations
• Deep familiarity with California and broader West Coast government ecosystems, including established relationships with government leaders, technology stakeholders, and partner communities

Nice-to-Haves

• Thrive in a startup environment operating at both strategic and tactical levels
• Deep understanding of go-to-market best practices and ability to think and plan years ahead
• Customer-centric mindset with ability to build trusted relationships with government executives
• Passion or deep curiosity about artificial intelligence
• Builder mindset focused on establishing robust systems and processes
• Excitement for solving complex state and local government-specific problems