Sr. Account Executive, Public Sector - State and Local

TL;DR

Sr. Account Executive, Public Sector - State and Local (AI/IoT): Accelerate adoption of wildfire detection and situational awareness technology across state and local government agencies with an accent on public safety and emergency response. Focus on building sales pipelines, leading full-cycle sales processes, and navigating regulated procurement pathways.

Location: US Remote, based in or familiar with the East Coast; travel up to 30%.

Compensation: $153.2K • Offers Equity • Offers Commission

Company

175+ person growth-stage hybrid-remote startup headquartered in San Francisco, leader in early wildfire detection using AI, IoT cameras, and satellite data, serving government customers across US states, Australia, and Canada.

What you will do

• Build and manage pipeline of state and local customers in Central and Eastern time zones.
• Lead sales strategy and execution for public sector accounts like State Forestry and emergency management agencies.
• Handle full sales cycle from outbound prospecting to contracting and onboarding.
• Collaborate with Government Affairs and lobbyists to navigate legislative and procurement processes.
• Negotiate pricing, operational, and legal terms in multifaceted sales.
• Drive account expansions and identify regional go-to-market opportunities.
• Represent at public sector events and collaborate cross-functionally with Product, Engineering, and others.

Requirements

• Bachelor’s degree required; MBA or technical graduate degree preferred
• 8+ years full-cycle enterprise sales experience in SaaS, infrastructure, IoT, or managed services
• Experience selling to or partnering with Federal, State, and Local government
• Proven success in highly regulated environments and long multi-stakeholder sales cycles
• Strategic thinking, strong executive presence for C-level presentations
• Ability to thrive in early-stage fast-paced environments
• Mission alignment with climate adaptation and public safety
• Based in or familiar with the East Coast; travel up to 30%

Culture & Benefits

• Comprehensive medical, dental, and vision coverage
• Matching 401(k) plan
• Flexible paid time off
• Stock options for full-time roles