Account Executive - Government

• Deliver and exceed sales targets with a strong, quantifiable history of success

Lead complex public sector sales cycles from prospecting through contract execution, including:

• Securing executive sponsorship across capital program directors, engineering leadership, and GIS/asset management teams
• Running pilots with clear success criteria tied to government KPIs (corridor delivery timelines, permit delays reduced, dig-in incidents prevented)
• Converting pilots into multi-year enterprise agreements or master contracts
• Develop creative, targeted outbound campaigns tailored to government buyer personas — Capital Program Directors, Right-of-Way & Permitting Managers, Transportation Engineers, and GIS/Asset Management Teams
• Navigate government procurement processes including RFP/RFQ responses, cooperative purchasing vehicles, and compliance requirements common to public sector entities
• Build compelling sales materials including executive presentations, ROI analyses, and business cases demonstrating measurable impact on program delivery, inter-agency coordination, and public liability reduction
• Maintain stakeholder engagement throughout long government procurement cycles, with patience, persistence, and strategies to align with budget and program planning windows
• Represent CivilGrid at government, infrastructure, and public works industry conferences with a strategic, outcome-focused approach to networking and prospecting
• Leverage and expand an existing personal network in the public sector and government infrastructure space to open new opportunities and drive pipeline growth

WHAT YOU’LL BRING

• 5+ years of enterprise sales experience with a strong record of hitting or exceeding quota
• Demonstrated experience selling software or technology solutions directly into state or local government entities — DOTs, public works departments, municipalities, or public agencies — this is a hard requirement
• Deep understanding of how government agencies buy: capital program budgeting cycles, RFP/RFQ processes, cooperative purchasing vehicles, and multi-stakeholder approval chains
• Proven ability to manage multi-threaded deals with long sales cycles across capital planning, engineering, GIS, IT, and procurement stakeholders
• Familiarity with government infrastructure language: capital programs, right-of-way, corridor projects, NEPA review, federal funding requirements, paving coordination, and permitting
• Excellent communication skills with the ability to adapt messaging for agency executives, technical teams, and operational stakeholders
• Highly competitive, driven, and outcome-oriented
• Excellent at using all the different sales platforms such, SFDC, Gong, Zoominfo, Salesloft or outreach, etc. - Based in the US East

BONUS POINTS

• Existing relationships at major state DOTs, county public works departments, or municipal infrastructure agencies in the Eastern US
• Familiarity with federal infrastructure funding programs (IIJA, FHWA, FTA) and how they drive technology investment at the state and local level
• Experience navigating government cooperative purchasing vehicles (e.g., Sourcewell, NASPO, state-specific contracts)

HOW WE WORK

We’re a small, but rapidly growing team that ships. Expect direct feedback, real ownership from day one, and proximity to customers — huge utilities, public agencies, and engineering firms whose work depends on what we build. We default to in-person collaboration where it matters and remote-friendly flexibility otherwise. We hire people who care deeply about their craft and the communities our customers serve. COMPENSATION & BENEFITS

The base salary range for this role is $150,000 - $175,000. This role has a 50/50 base to commission split, bringing total OTE to $300,000 - $350,000. Cash is only one part of your total compensation package at CivilGrid, which also includes meaningful early-stage equity, comprehensive benefits, and the opportunity to shape a category-defining company. The base salary range listed above may encompass various levels and/or geographic locations; final offers are determined based on the candidate’s experience, skills, level, and work location. Employment decisions at CivilGrid are based on business needs, job requirements, and individual qualifications. If you require a reasonable accommodation to participate in the application or interview process, please contact us — we’re happy to help.