Field Sales Representative, GovOps and Climate, Google Public Sector

Google; California; Remote; USD 118,000 - 171,000; Full time

Job summary

Google Public Sector seeks a Field Sales Representative to drive growth with California state agencies and related public sector accounts. You will manage account strategy, engage customers with consultative value selling, and coordinate with internal teams to deliver commitments and growing consumption.

You will articulate Google Cloud solutions to meet public sector needs, balancing procurement rules, security requirements, and evolving policy frameworks across state entities.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of enterprise cloud sales experience selling into State and Local Government (SLED) with California agencies.
• Experience with government contracting, procurement rules and bidding processes in California.
• Experience managing a portfolio by ACV and consumption metrics.

Responsibilities

• Define and execute territory and account strategies across California State Agencies.
• Establish trusted advisor relationships with cabinet-level leaders and procurement officers.
• Align Google Cloud capabilities to state priorities and compliance frameworks (HIPAA, FedRAMP, MARS-E).
• Partner with Customer Success, Architects, and Delivery teams to ensure onboarding and consumption ramp.
• Navigate state procurement mechanisms, MSAs, SLPs, LPAs and RFP processes.

Skills

quota-carrying enterprise tech sales

state and local government (SLED) exp

relationship building with senior govt

consultative value selling

Education

Bachelor's degree or equivalent

Tools

GovOps & Climate domain knowledge

Job description

Field Sales Representative, GovOps and Climate, Google Public Sector

Share Field Sales Representative, GovOps and Climate, Google Public Sector

corporate_fare Google place California, USA laptop_windows Remote eligible

info_outline X Applicants in the County of Los Angeles: Qualified applications with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act. Remote location: California, USA.

• Bachelor's degree or equivalent practical experience.


• 10 years of experience with quota-carrying enterprise technology/cloud sales selling into State and Local Government (SLED), with experience with California State agencies (e.g., Caltrans, GovOps, and Climate).


• Experience with government contracting, procurement rules, and engaged bidding processes in California.


• Experience managing a portfolio based on business, annual contract value (ACV), and consumption/burndown metrics.

Preferred qualifications:

• Experience leading consumption-oriented GTM motions—demonstrated ability to track post-sales consumption, manage pipeline from booking through deployment, and expand footprint based on production workload usage.


• Experience engaging with Caltran, GovOps, Climate or related CA state entities.


• Familiarity with how AI/ML, data analytics, and modern cloud infrastructure address modern public sector challenges (e.g., fraud/waste detection, case management modernization, interoperability, constituent self-service).


• Track record of orchestrating cross-functional teams (e.g., solutions engineering, customer engineering, legal, regulatory compliance, partners, executive leadership).

About the job

As a Field Sales Representative (FSR) for Public Sector, you will serve as a partner to Public Sector accounts related to different public entities. You will manage account growth strategies, engaging customers with consultative value selling methodology. You will drive long-term business growth by gaining a deep understanding of our customers' critical tests and aligning them with Google Cloud's portfolio of solutions. You will lead the business process, from initiating customer conversations to orchestrating internal and external teams to deliver business commitments and increased consumption. You will advocate the innovative power of our products and solutions to make organizations more productive, collaborative, and mobile.

About the job

Google Public Sector brings the magic of Google to the mission of government and education with solutions purpose-built for enterprises. We focus on helping United States public sector institutions accelerate their digital transformations, and we continue to make significant investments and grow our team to meet the complex needs of local, state and federal government and educational institutions.

Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $118000 - $171000 (USD) + 150% bonus target + equity + benefits

Learn more about benefits at Google.

• D efine and execute territory and account strategies across California State Agencies (e.g., Caltrans, GovOps, and Climate).


• E stablish trusted advisor relationships with cabinet-level leaders, Agency CIOs, CDOs, procurement officers, and operational program directors.


• A lign Google Cloud capabilities (e.g., GenAI, Vertex AI, data platforms/BigQuery, infrastructure modernization, security) to state health priorities, public benefit delivery, and compliance frameworks (e.g., HIPAA, FedRAMP, MARS-E, State of California SAM/SIMM).


• P artner closely with Customer Success Managers (CSMs), Cloud Architects, and Partner Delivery teams post-signature to ensure rapid onboarding, project milestone achievement, and steady month-over-month consumption ramp.


• N avigate California state procurement mechanisms, Master Service Agreements (MSAs), Software Licensing Program (SLP), Leveraged Procurement Agreements (LPAs), and RFP processes.

Google is proud to be an equal opportunity and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See also Google's EEO Policy , Know your rights: workplace discrimination is illegal , Belonging at Google , and How we hire .

Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.

Equity is granted exclusively and discretionarily by Alphabet Inc. on the basis of an agreement concluded between you and Alphabet Inc. Alphabet Inc. is your sole contractual partner with respect to equity grants. GSU grants are not guaranteed, are discretionary, are subject to approval by the Alphabet Inc. board of directors or its delegate, the terms of the relevant Alphabet Inc. stock plan, and your grant agreement. They have no impact on statutory payments. Current or past grants do not confer an acquired right.