Account Executive, Enterprise
Own the full enterprise sales cycle across a multi-state state and local government territory, selling AI software to legal and public-sector organizations. The role requires at least five years of complex enterprise software sales experience, including SLED quota-carrying and procurement expertise.
About the job
Responsibilities
- Own a named multi-state territory of state Attorneys General offices, state agencies, judiciaries, and large local government legal departments.
- Manage the full sales cycle from prospecting through contracting and expansion.
- Achieve and exceed revenue targets while managing a high account volume.
- Map procurement paths by jurisdiction, including competitive solicitations, state tender panels, cooperative purchasing vehicles, and direct purchases under legal or professional services exemptions.
- Build relationships across Attorneys General and deputies, general counsel, division heads, state CIO and CISO organizations, and procurement officers.
- Align sales activity with state fiscal calendars and legislative budget cycles.
- Develop referenceable customer stories and document learnings into a repeatable state and local sales playbook.
Requirements
- 5+ years of experience selling complex enterprise software, including meaningful experience carrying a state, local, or education quota.
- Demonstrated ability to independently close state, local, and education (SLED) deals and navigate procurement.
- Experience operating across multiple jurisdictions with differing procurement rules.
- Ability to manage concurrent sales cycles and a broad account portfolio.
- Strong attention to detail regarding solicitations, deadlines, and security documentation.
- Strong prospecting ability and experience running sales cycles end to end.
- Consultative, value-based selling skills and ability to explain technical concepts to non-technical audiences.
- Interest in artificial intelligence and improving government legal work.
Compensation
- $400,000 USD
Skills
Enterprise Software, Sled Sales, Complex Sales, Procurement, Consultative Selling, Value-Based Selling, Prospecting, Security Documentation, Artificial Intelligence
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