Account Executive - Government

CivilGrid; San Francisco, Northern (CA, KY); Hybrid; USD 100,000 - 240,000; Full time

Job summary

CivilGrid is seeking an Account Executive to own and grow our California government footprint. You will lead enterprise sales with cities, counties, and public works, navigating capital program budgeting and multi‑agency coordination.

The role is remote but based in California with an existing book of business; you will drive pilots, craft compelling ROI stories, and convert pilots into multi‑year contracts to accelerate public infrastructure delivery.

Qualifications

• Proven enterprise software or technology sales to state/local government.
• Experience navigating capital program budgeting, RFP/RFQ processes, and multi-stakeholder approvals.
• Ability to manage long, multi-threaded deals across departments and agencies.

Responsibilities

• Lead complex public sector sales cycles from prospecting through contract execution.
• Secure executive sponsorship and run pilots turning into enterprise agreements.
• Develop targeted outbound campaigns for government buyers.
• Navigate government procurement processes and respond to RFPs/RFQs.
• Create sales materials including ROI analyses and business cases.

Skills

Enterprise sales

Government sales

RFP/RFQ

Multi-stakeholder

Capital budgeting

Public sector

Communication skills

SFDC

Gong

ZoomInfo

Salesloft

Outreach

Tools

SFDC

Gong

ZoomInfo

Salesloft

Outreach

Job description

ABOUT CIVILGRID

CivilGrid is the trusted civil design platform powering affordable infrastructure renewal and growth. We give utilities, civil engineers, and municipalities a single, collaborative source of truth for what's underground so teams can plan, design, and build faster, smarter, and safer.

Our platform consolidates utility records, geotechnical and environmental data, paving moratoriums, and jurisdictional requirements directly from 3,000+ utilities, agencies, and municipalities with full chain-of-custody documentation. Teams at PG&E, Mark Thomas, and dozens of leading engineering firms use CivilGrid to cut research time by up to 88%, reduce project costs, prevent dig‑ins, and accelerate delivery on the projects that keep communities running.

We’re a venture‑backed Series A startup tackling a $4.7T US infrastructure market that has been underserved by software for decades. Founded by industry insiders, each with 10+ years in utilities and civil engineering, we move fast, ship work that matters, and stay close to the customers and field teams we build for.

WHY THIS ROLE

We’re seeking a highly motivated and outcomes-driven Account Executive to own and grow CivilGrid’s presence across California cities and municipalities. The ideal candidate has a proven track record of enterprise sales success within government — specifically cities, municipalities, county public works departments, and public infrastructure agencies in California.

This role is purpose‑built for a seller who understands how government agencies buy and operate — from capital program planning and federal funding requirements to multi‑agency coordination, permitting, and right‑of‑way processes. You’ll be helping public sector clients prevent contractor dig‑ins, accelerate infrastructure delivery, and bring defensible, centralized site data to their corridor‑level projects.

This role reports into our Head of Sales and is specifically focused on cities, municipalities, and public agencies in California. This is a remote role, but you must be based in California with an existing book of business in state to be considered.

WHAT YOU’LL DO

• 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 — Cities, 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 California

BONUS POINTS

• Existing relationships at major California cities, county public works departments, or municipal infrastructure agencies
• 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 $100,000 - $120,000. This role has a 50/50 base to commission split, bringing total OTE to $200,000 - $240,000.

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.

In addition, we offer:

• Company‑funded medical, dental, and vision insurance — including medical plans at no cost to the employee
• FSA (health and dependent care)
• Unlimited PTO and a culture that expects you to actually use it
• 401(k) plan
• Flexible, remote‑friendly work environment
• A high‑trust team, real ownership, and the chance to do the most meaningful work of your career

EQUAL EMPLOYMENT OPPORTUNITY

CivilGrid is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees and applicants. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran status, pregnancy, or any other characteristic protected by federal, state, or local law. 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.