Account Director, State and Local Government

Responsibilities

• Manage a focused portfolio of strategic state and local government accounts, developing and executing comprehensive account plans.
• Lead customers through AI adoption from initial consideration through successful deployment.
• Lead opportunities through the full sales cycle, from pipeline development to close.
• Partner with Solutions and Research Engineering on complex customer programs and projects.
• Own consumption revenue targets, forecasting, and reporting.
• Analyze account metrics and provide insights to stakeholders.
• Monitor agencies, policies, competitors, and partners to inform product and corporate strategy.
• Build executive relationships with state CIOs, agency leaders, innovation offices, procurement stakeholders, and other senior decision-makers.
• Collaborate with Solutions, Marketing, Communications, Business Operations, People Operations, Finance, Product Management, and Engineering.
• Support recruitment and onboarding for the state and local government team.
• Lead customer events, executive briefings, and industry engagements.
• Travel regularly to engage customers, partners, and industry stakeholders.

Requirements

• 10+ years of experience selling enterprise technology solutions to state and local government customers, or leading digital transformation, AI adoption, enterprise modernization, innovation initiatives, or large-scale technology deployments within government.
• Track record of exceeding $2 million in annual state and local government revenue targets over multiple years.
• Experience designing and executing complex deal strategies, including state procurement processes, cooperative purchasing vehicles, requests for proposals, and government contracting mechanisms.
• Experience working directly with senior government executives and agency leaders.
• Experience selling to large state agencies, cities, counties, public safety organizations, transportation agencies, or other complex public-sector organizations.
• Ability to communicate technical and strategic concepts clearly.
• Ability to gather, distill, and apply market intelligence on agency priorities, policy changes, and competitor activity.
• Strong relationships across government leaders, technology stakeholders, and partner communities.

Preferred Qualifications

• Strategic, customer-centric approach to government technology adoption.
• Passion for or deep curiosity about artificial intelligence.
• Ability to operate strategically while executing tactically in a fast-paced environment.
• Experience building systems and processes tailored to government requirements.

Compensation

• Annual salary range: $261,000–$335,000.