Account Executive

obvio; San Carlos (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Obvio AI, based in San Carlos, is seeking an Account Executive to drive revenue nationally. You will own the full sales cycle—from discovery to close—and work with leadership, product, and marketing to scale our GovTech offerings.

This role targets state and local agencies, with a focus on transportation and public safety, and involves navigating long procurement processes and complex buying committees. Ideal candidates bring proven success selling early-stage GovTech products, a builder

Qualifications

• Experience selling GovTech solutions, public sector focus preferred.
• Proven track record opening new markets or early-stage products.
• Thrives in mid-market to enterprise deals.

Responsibilities

• Own full sales cycle from discovery to close for national territory.
• Sell to state and local agencies, especially transportation and public safety.
• Navigate complex procurement processes and buying committees.
• Develop POVs on customer pain points and business cases.
• Collaborate with product and engineering to support pilots and feedback.
• Help refine sales playbooks, messaging, and GTM processes.
• Represent Obvio at meetings, site visits, and events.

Skills

GovTech sales

Enterprise selling

Mid-market to enterprise

Multi-stakeholder

CRM discipline

Tools

Salesforce

Job description

About Obvio AI

Each year, more than 40,000 people in the U.S. leave home and never make it back due to traffic crashes. At Obvio, we believe these deaths are preventable. We deploy solar-powered, AI-assisted cameras to enforce traffic laws where pedestrians are most vulnerable—automating enforcement in ways that traditional systems cannot. Our approach has already led to a 50% reduction in reckless driving in early partner cities.
Founded by the team behind Motive's AI dashcam and backed by Bain Capital Ventures and Khosla Ventures, we are building the intelligence layer for safer streets globally.

The Opportunity

Obvio is seeking a high-impact Account Executive to be based at our San Carlos headquarters and drive revenue nationally. This role is designed for a builder-minded seller who thrives in early-stage environments, is comfortable selling into complex government and public-sector organizations, and can help shape our go-to-market motion as we scale.

You will own the full sales cycle—from early discovery through close—working closely with leadership, product, and marketing. While this role is HQ-based, occasional travel will be required to support key customer engagements, pilots, and strategic opportunities across the U.S.

What You’ll Do

• Own and close mid-market to enterprise opportunities across a national territory

• Sell into state and local government agencies, with a strong focus on transportation, public safety, and law-enforcement-adjacent stakeholders

• Navigate complex buying committees, long sales cycles, and procurement processes

• Develop strong POVs on customer pain points and translate them into compelling business cases

• Partner closely with product and engineering to support pilots, proof-of-concepts, and customer feedback loops

• Help refine Obvio’s sales playbooks, messaging, and early GTM processes

• Represent Obvio at customer meetings, site visits, and industry events as needed

What We're Looking For

• Experience selling GovTech solutions (strong plus for law enforcement, transportation, or public safety)

• Proven success opening new markets or selling early-stage / emerging products

• Comfort operating in mid-market to enterprise deal environments

• Experience in high-growth, early-stage companies where ambiguity and iteration are the norm

• Track record of managing full-cycle sales in complex, multi-stakeholder environments

• Builder mentality: Energized by creating structure where little exists and improving processes over time

• Consultative seller: Skilled at uncovering true customer needs and aligning solutions to outcomes

• Executive presence: Able to credibly engage with senior government and agency leaders

• Resilient and adaptable: Comfortable with longer sales cycles and evolving product narratives

• Highly collaborative: Works well cross-functionally with product, engineering, and leadership

• Detail-oriented and disciplined: Strong follow-through in CRM hygiene, forecasting, and pipeline management

WhyObvio

• Your work will help save lives and improve road safety

• Series A of $22M led by Bain Capital

• Fast-moving startup environment with meaningful ownership

• Competitive compensation and early-stage equity

Obvio is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Obvio considers qualified applicants with criminal histories, consistent with applicable federal, state, and local law. Obvio is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let your recruiter know.