Remote Senior AE – State & Local Government AI Sales

Ichi Plan, Inc.; United States, Northern America, Americas; Hybrid; USD 120,000 - 180,000; Full time

Job summary

Ichi Plan, Inc. is hiring a Senior Account Executive for State & Local Government to sell AI-powered building code compliance and plan-review solutions.

You’ll own a full sales cycle from first contact with a city official to signed contracts, targeting city halls, building departments, and related agencies across the US. This senior role requires deep knowledge of local government procurement, long-horizon deals, and the ability to drive complex sales while leveraging AI to accelerate

Qualifications

• 8+ years carrying a quota, with a real track record selling into local government — cities, counties, special districts.
• Community development fluency: understand plan examiner roles, permit cycles, and what building officials are accountable for.
• Proven quota attainment as an IC, with real closed-won deals, including at least one large, multi-stakeholder sale.
• Command of long, non-linear sales cycles (budgets, councils, pilots).
• You run your own motion on AI: research, territory planning, outreach, CRM hygiene, automation.
• You can sell AI to a skeptic: demo it and explain limits and benefits to building officials.
• Comfort with ambiguity and a small team; no SDR or marketing engine.
• US-based; willing to travel to customers and conferences, and to SF Bay Area when needed.

Responsibilities

• Own your number: run pipeline and close deals from first contact to executed contract.
• Sell into community development: building departments, planning, permitting, engineering.
• Manage a full range of deal sizes from $25K pilots to seven-figure, multi-year enterprise agreements.
• Navigate procurement paths: sole source, cooperative agreements, RFP/RFQ, piggyback, pilots.
• Build the playbook: territory design, pricing tests, objection handling, deck creation with CEO.
• Be a credible voice in the industry: ICC, APA, AIA events; foster pipeline from community.
• Bridge field feedback to product: explain what causes stalls and influence product roadmap.

Skills

Quota attainment

Local government sales

AI in sales

Territory planning

Product demos

Tools

AI tools

Job description

Ichi Plan, Inc. is hiring a Senior Account Executive for State & Local Government to sell AI-powered building code compliance and plan-review solutions.

You’ll own a full sales cycle from first contact with a city official to signed contracts, targeting city halls, building departments, and related agencies across the US. This senior role requires deep knowledge of local government procurement, long-horizon deals, and the ability to drive complex sales while leveraging AI to accelerate