Job description

Role Overview We are seeking a B2G-focused Account Executive (AE) to own and close municipal opportunities from initial discovery through contract execution. This role works closely with Business Development, Marketing, and Customer teams to manage a full sales cycle with cities and local governments. You’ll engage directly with city managers, department directors, innovation teams, procurement officers, and elected officials to drive adoption of our solutions. Responsibilities • Own and manage a full municipal sales cycle from initial discovery to close • Conduct discovery calls, demos, and presentations with city stakeholders • Develop and advance pipeline across assigned territories • Build and maintain strong relationships with senior municipal decision-makers and elected officials • Manage and support relationships with Partner Representatives and Value Added Resellers • Attend and represent the company at industry conferences, trade shows, and city-hosted events • Participate in and attend city council meetings, committee meetings, and public sessions as needed to support active opportunities • Navigate public sector procurement processes, including RFPs, RFIs, pilots, and council approvals • Partner with BDRs on account strategy, meeting handoffs, and follow-up • Manage pre- and post-conference and meeting follow-up to drive deal momentum • Coordinate internal resources to support complex, multi-stakeholder deals • Maintain accurate forecasts, notes, and activity tracking in HubSpot • Support territory planning, account mapping, and strategic targeting Required Experience & Skills • 2+ years experience selling into government or public sector (B2G) environments • Strong understanding of municipal sales cycles and procurement processes • Proven ability to manage complex, multi-stakeholder deals • Comfort engaging senior government leaders and elected officials • Experience using HubSpot or similar CRM tools • Strong written, verbal, and presentation skills • Highly organized with strong deal management and follow-through • Tech-savvy and comfortable learning new platforms • Experience with Google Workspace (Docs, Sheets, Slides) Preferred • Prior experience selling SaaS or GovTech solutions • Experience successfully selling six-figure, multi-year contracts • Experience responding to RFPs and navigating procurement workflows • Familiarity with conferences, trade shows, or similar environments Compensation This position is Salary + Uncapped commission incentive. Benefits • • Eligible for company equity incentive plan • Fully remote position • Unlimited PTO • Health, vision, and dental insurance • $100 monthly wellness stipend • Bi-annual team retreat • Professional development opportunities What to Expect in Our Hiring Process Our hiring process is designed to be thoughtful, efficient, and human. Candidates typically move through a short series of interviews, starting with a 30-minute phone screening, followed by one or two more in-depth subject-matter conversations, role play, reference check, and a final interview with our CEO. We focus on cultural alignment, real-world technical understanding, and career goals. We'll be in touch with updates after each stage as promptly as we can. Due to regulatory and operational requirements, we are currently only considering candidates based in the United States.

Requirements

Must-haves

You’ll engage directly with city managers, department directors, innovation teams, procurement officers, and elected officials to drive adoption of our solutions.
Own and manage a full municipal sales cycle from initial discovery to close
Conduct discovery calls, demos, and presentations with city stakeholders
Develop and advance pipeline across assigned territories
Build and maintain strong relationships with senior municipal decision-makers and elected officials
Manage and support relationships with Partner Representatives and Value Added Resellers
Attend and represent the company at industry conferences, trade shows, and city-hosted events
Participate in and attend city council meetings, committee meetings, and public sessions as needed to support active opportunities
Navigate public sector procurement processes, including RFPs, RFIs, pilots, and council approvals
Partner with BDRs on account strategy, meeting handoffs, and follow-up
Manage pre- and post-conference and meeting follow-up to drive deal momentum
Coordinate internal resources to support complex, multi-stakeholder deals
Maintain accurate forecasts, notes, and activity tracking in HubSpot
Support territory planning, account mapping, and strategic targeting
Required Experience & Skills
2+ years experience selling into government or public sector (B2G) environments
Strong understanding of municipal sales cycles and procurement processes
Proven ability to manage complex, multi-stakeholder deals
Comfort engaging senior government leaders and elected officials
Experience using HubSpot or similar CRM tools

Nice-to-haves

Prior experience selling SaaS or GovTech solutions
Experience successfully selling six-figure, multi-year contracts
Experience responding to RFPs and navigating procurement workflows
Familiarity with conferences, trade shows, or similar environments

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: gem
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

Pto

Wellness

Professional Development