Public Sector Account Executive — Remote (California)

CivilGrid; San Francisco (CA); On-site; USD 100,000 - 240,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

FSA

Unlimited PTO

401(k)

Remote-friendly

Equity

Job summary

CivilGrid is seeking an Account Executive to own and grow our presence across California cities and municipalities. You will lead complex public sector sales cycles, secure executive sponsorship, and drive pilots to multi-year enterprise agreements.

This remote role requires deep government buying knowledge and a strong network in California public agencies. Reporting to Head of Sales, you will develop targeted campaigns, navigate RFP/RFQ processes, and deliver compelling ROI analyses to

Qualifications

• 5+ years of enterprise sales with quota attainment.
• Experience selling software/tech into state or local government.
• Understanding of how government buys: budgeting, RFP/RFQ, cooperative purchasing.
• Ability to manage multi-threaded deals across capital planning, engineering, GIS, IT, and procurement.
• Familiar with government infrastructure language: NEPA, funding, paving, permitting.
• Strong communication to executives, technical teams, and operations.
• Highly competitive, driven, and outcome-oriented.
• Proficient with SFDC, Gong, Zoominfo, Salesloft or Outreach.
• Based in California.

Responsibilities

• Deliver and exceed sales targets with a proven record.
• Lead complex public sector sales cycles from prospecting through contract execution.
• Secure executive sponsorship across capital program directors and GIS/asset teams.
• Run pilots with clear KPI criteria tied to government metrics.
• Convert pilots into multi-year enterprise agreements or master contracts.
• Develop targeted outbound campaigns for government buyers.
• Navigate procurement processes including RFP/RFQ and cooperative vehicles.
• Create materials with ROI analyses and business cases for program impact.
• Maintain stakeholder engagement throughout long procurement cycles.
• Represent CivilGrid at industry conferences.
• Leverage existing public sector networks to expand pipeline.

Skills

Enterprise sales

Public sector sales

Government procurement

RFP/RFQ processes

Executive sponsorship

Multistakeholder deals

Government industry language

Communication

Competitive, outcome-driven

California-based

Tools

SFDC

Gong

Zoominfo

Salesloft

Outreach

Job description

CivilGrid is seeking an Account Executive to own and grow our presence across California cities and municipalities. You will lead complex public sector sales cycles, secure executive sponsorship, and drive pilots to multi-year enterprise agreements.

This remote role requires deep government buying knowledge and a strong network in California public agencies. Reporting to Head of Sales, you will develop targeted campaigns, navigate RFP/RFQ processes, and deliver compelling ROI analyses to