Senior Account Executive, Public Sector

Key Responsibilities

• Lead and execute sophisticated, end-to-end sales cycles within the SLED market, often involving multi-departmental buy-in and complex RFP/RFI processes.
• Design and execute a territory play-book that contributes significantly to the company’s financial objectives and market leadership.
• Cultivate and maintain deep, long-term "trusted advisor" relationships with CIOs, CTOs, and Program Directors across state and local agencies.
• Partner with Customer Success and Product teams to ensure successful pilot-to-production transitions and long-term account health.
• Identify and leverage a robust network of channel partners, system integrators (SIs), and lobbyists to accelerate market entry and deal velocity.
• Maintain a rigorous, predictable sales pipeline, providing accurate quarterly forecasts in a landscape known for its long lead times.

Qualifications

• 7–15 years of demonstrable success in technology sales, with a primary focus on SLED (State, Local, and Higher Education) markets.
• Consistent history of over-achieving seven-figure quotas and closing "landmark" deals within government sectors.
• Deep understanding of public sector procurement vehicles (e.g., NASPO, GSA, state-specific contracts) and the legislative cycles that drive funding.
• A "ready-to-go" book of business and high-level contacts within key state and local agencies.
• Exceptional ability to distill complex technical value propositions into compelling narratives for both technical staff and non-technical elected officials.
• Experience thriving in a high-growth, fast-paced environment where proactive problem-solving and an entrepreneurial mindset are required.
• Bachelor’s degree required; advanced degree or relevant certifications in Public Administration or Business preferred.

Compensation and Benefits

• Base salary range: $248,125–$345,000 (varies by location; Mountain View, CA at high end).
• Total compensation includes company bonus, incentive for sales roles, equity, and benefits.
• Comprehensive benefits: medical, dental, vision, HSA, FSA, life/AD&D insurance, 401(k) match, parental leave, unlimited PTO (with policy terms and 8 holidays), disability insurance, accident/critical illness insurance, referral bonuses, EAP, pet insurance, travel assistance, wellbeing/childcare discounts, learning and development benefits.