Account Executive - Government; California)

Account Executive

We're seeking a highly motivated and outcomes-driven Account Executive to own and grow Civil Grid'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 Civil Grid 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…