Senior Enterprise Account Executive - Public Sector

Job Description

• This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Enterprise Account Executive - Public Sector based in United States. This is a high-impact enterprise sales role focused on expanding the adoption of AI-powered wildfire detection and situational awareness technology across public-sector organizations. You will own strategic accounts across state and local government, working with agencies responsible for forestry, emergency management, natural resources, and public safety. The role combines strategic prospecting, executive engagement, complex negotiations, and full-cycle enterprise sales ownership. You will build relationships with government decision-makers while navigating regulated procurement, legislative pathways, and multi-stakeholder buying processes. Working closely with Government Affairs, state lobbyists, Product, Engineering, Marketing, Finance, and Customer Success, you will help shape regional go-to-market strategies. Your work will directly contribute to faster wildfire response, stronger community resilience, and broader adoption of innovative public-safety technology. This opportunity is ideal for an experienced enterprise seller who thrives in a fast-moving environment and is motivated by meaningful, mission-driven outcomes.
• Accountabilities: Build and manage pipeline: Develop and maintain a strong pipeline of state and local government opportunities across assigned territories, using strategic prospecting and relationship development to generate new business. Own public-sector sales strategy: Develop and execute account strategies for State Forestry departments, emergency management agencies, departments of natural resources, and other public-safety organizations. Manage the full sales cycle: Lead opportunities from outbound prospecting and initial engagement through multi-stakeholder discovery, demonstrations, negotiations, contracting, and customer onboarding. Navigate government procurement: Work closely with Government Affairs teams and state lobbyists to understand and navigate legislative, budgetary, procurement, and contracting pathways. Engage senior decision-makers: Establish credibility and build relationships with executives, government leaders, emergency management officials, and other influential stakeholders involved in purchasing decisions. Lead complex negotiations: Negotiate pricing, operational requirements, legal terms, and other commercial elements within multifaceted enterprise sales processes. Expand strategic accounts: Identify opportunities for upselling, expansion, and deeper adoption within existing customers while developing broader regional growth strategies. Identify market opportunities: Analyze regional public-sector needs and emerging wildfire mitigation priorities to uncover new go-to-market opportunities. Represent the organization externally: Participate in wildfire summits, emergency management conferences, government forums, and regional planning events to strengthen relationships and generate opportunities. Collaborate cross-functionally: Partner with Product, Engineering, Marketing, Finance, Customer Success, and Government Affairs to align customer needs with internal priorities and deliver successful outcomes. Requirements: Education: Bachelor’s degree required; an MBA or technical graduate degree is preferred. Enterprise sales experience: 8+ years of full-cycle enterprise sales experience, ideally within SaaS, infrastructure, IoT, managed services, or another complex technology environment. Public-sector expertise: Demonstrated experience selling to or partnering with Federal, State, and/or Local government organizations. Complex sales experience: Proven success navigating regulated environments, lengthy procurement processes, and complex sales cycles involving multiple stakeholders. Executive presence: Strong strategic thinking and communication skills, with the confidence to present and influence VP, COO, C-level, and senior government decision-makers. Negotiation skills: Ability to manage sophisticated commercial discussions involving pricing, legal considerations, operational requirements, and procurement constraints. Relationship building: Strong ability to establish trusted relationships with public-sector stakeholders, partners, and internal teams. Strategic mindset: Ability to identify regional market opportunities, develop account strategies, and translate customer and market insights into actionable growth plans. Adaptability: Comfortable working in an early-stage, high-growth environment where processes, priorities, and responsibilities can evolve quickly. Mission alignment: Genuine interest in climate adaptation, wildfire resilience, public safety, and using technology to address meaningful real-world challenges. Location and travel: Based in Colorado or another Western US location, with willingness to travel up to approximately 30%. Benefits: Compensation: $175,000–$190,000 base salary. Commission: Eligibility for sales commission tied to performance. Equity: Eligibility for equity participation. Remote work: Remote-friendly position for candidates based in Colorado or the Western United States. Health benefits: Benefits may include health coverage tailored to the employee’s location and applicable market standards. Retirement benefits: Retirement or pension contributions may be available depending on location and applicable requirements. Paid time off: Paid leave aligned with local market standards and statutory requirements. Mission-driven impact: Opportunity to contribute to wildfire preparedness, public safety, climate adaptation, and community resilience. Cross-functional exposure: Work closely with Product, Engineering, Marketing, Finance, Customer Success, Government Affairs, and other teams. Professional growth: Opportunity to influence public-sector go-to-market strategy and expand adoption of emerging AI and IoT technologies.
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