Enterprise Account Executive, State & Local Sales
Drive revenue growth and AI adoption across South and Central US state and local government agencies as an Account Executive. Own the full sales cycle, navigate complex procurement, build trusted relationships with agency leaders, and collaborate with cloud providers and integrators. Requires 5+ years enterprise sales experience in government with a track record of exceeding targets.
About the job
Responsibilities
- Drive new business and revenue growth specifically within state and local government agencies, owning the full sales cycle from initial outreach through deployment
- Navigate the unique requirements of state and local government procurement, including state-specific regulations, security standards, and agency-specific requirements
- Build and maintain relationships with key decision-makers across state, county, and municipal agencies, becoming a trusted advisor on AI capabilities and implementation
- Develop and execute strategic account plans that align with agency missions and modernization initiatives
- Coordinate closely with cloud service providers (AWS, GCP) and system integrators to ensure successful deployment and integration
- Provide detailed market intelligence and customer feedback to product teams to ensure our offerings meet state and local government requirements
- Create and maintain sales playbooks specific to state and local government use cases and procurement processes
- Take a leadership role in growing our state and local government presence while maintaining hands-on engagement with key accounts
- Collaborate across teams to ensure coordinated delivery of commitments and maintain appropriate documentation of customer engagements
Requirements
- 5+ years of enterprise sales experience in the state and local government space, with a proven track record of driving adoption of emerging technologies
- Deep understanding of state and local government agency missions, challenges, and technology needs
- Demonstrated ability to balance strategic leadership with hands-on sales execution
- Experience navigating complex state and local procurement processes and compliance requirements
- Strong track record of exceeding revenue targets in the state and local government space
- Extensive experience with state and local government contracting vehicles and procurement mechanisms
- Excellent relationship-building skills across all levels, from technical teams to senior agency leadership
- Proven ability to coordinate across multiple stakeholders, including cloud providers and system integrators
- Strategic thinking combined with attention to detail in execution
- Familiarity with state-specific data privacy laws and security compliance frameworks
- A passion for safe and ethical AI development, with the ability to articulate its importance in government contexts
- Bachelor’s degree or an equivalent combination of education, training, and/or experience in a relevant field
Nice-to-Haves
- Familiarity with AWS and GCP
- Experience creating sales playbooks for government use cases
Skills
Enterprise Sales, Government Procurement, State And Local Government, AWS, GCP, Cloud Providers, System Integrators, Sales Playbooks, Data Privacy Laws, Security Compliance
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