Enterprise Account Executive- Public Sector

If you’ve ever felt like most Enterprise Account Executive roles reward activity more than substance, this role will probably feel different. The type of person we are looking for is someone who focuses on quality—building strong relationships, understanding the client, and creating opportunities that help them solve meaningful problems over time. We are looking for a strategic Enterprise Account Executive with at least 3-5 years of experience, who knows how to sell in the Public Sector space. You’ll have a quota, but you won’t be pushed to rush deals or move things forward just to hit a number for the quarter. The expectation is that you build trust, understand the problem, and present opportunities that are genuinely worth pursuing. Because of that, you’ll spend more time early on understanding the landscape, figuring out where you can add value, establishing credibility, and building champions before anything turns into an active opportunity. There’s time to think, room to build relationships properly, and less pressure to push things through just to hit a number. The expectation is that you own your territory, figure out what works, and build something that lasts. What we’re not looking for is someone who measures success by how many calls they made this week or how quickly they can push a deal through. This wouldn’t be a good fit for someone who needs quarterly recognition or rewards to measure success. In this role... You’ll own a Southwest territory and will be responsible for building it from the ground up. That means identifying which agencies to target, learning how they operate, and deciding where to focus your time. There isn’t a preset list of “go chase these accounts.” You’ll develop your own point of view on where the best opportunities are and on your strategic approach. A significant part of the job is doing the work most people skip—researching agencies, understanding their structure, learning who is involved in decision-making, and figuring out where there may be real problems to solve. From there, you’ll start building relationships. Not mass outreach, not generic messaging—actual conversations over time that build familiarity and trust. We sell to city, county, and state governments. That means understanding and working through procurement processes, RFPs, and multiple layers of stakeholders. Deals take time and require patience, but when they move forward, they tend to be well-developed and durable. What you’ll be doing day-to-day Owning and developing your territory across CA, ID, TX, CO, AZ, NM, UT, and NV Deciding where to spend your time and how to approach each account Doing meaningful research before outreach—substance over volume Building relationships with CIOs, Directors, and agency leaders Managing long, complex sales cycles once opportunities develop Leading conversations focused on understanding problems and offering value Working closely with Pre-Sales, Proposal, and Client Services teams Navigating RFPs, procurement processes, and internal approvals How you’ll build your pipeline Instead of relying on inbound leads, you’ll be: Identifying and prioritizing agencies within your territory Researching how those agencies operate and where challenges exist Connecting with the right people and providing meaningful content that’s relevant to them Building relationships before there’s an active deal Staying consistent with follow-up and engagement, even when nothing is immediate Turning those relationships into qualified opportunities when timing and need align This role tends to work well for people who… Care more about the quality of opportunities than the number Take time to build trust before trying to close Have experience with long or complex sales cycles, especially in the PubSec space Are comfortable creating their own pipeline from scratch This role can be frustrating if you… Prefer fast-moving deals and quick closes Expect a steady stream of inbound leads Rely heavily on high-volume outreach or automation Want a clearly defined playbook to follow day-to-day Get impatient when deals take time to develop Role details Base salary: $110,000–$148,000 + commission Compensation depends on experience and performance Territory: CA, ID, TX, CO, AZ, NM, UT, NV- You must live in this territory to be considered Remote or hybrid (aligned with our Denver-based team) Travel up to 25% Experience working with regulatory agencies (permitting, licensing, gaming, alcoholic beverage control, or similar) is highly valued, but not required Interview Process: Phone Interview with HR (virtual) Pre-technical Interview (virtual) Interview with Hiring Manager/Team (in-person or virtual) Assessment Final Interview with the Executive Team (in-person)