Account Executive, New Business (State and Local Government)

Job Summary:
GovPilot is expanding into new states, and we need a hunter to open them. As an Account Executive, you’ll build a territory from the ground up, prospecting local government agencies where we have little or no presence, winning the first flagship municipal clients, and creating the references that make the next sale easier. This is a new-business role focused on generating pipeline and closing deals, not managing a book of existing accounts.

You’ll be a fit if you’re self-driven and competitive, enjoy cold outreach and building relationships from scratch, and know how to move a complex public-sector deal through budgets, council approvals, and procurement.

Key Responsibilities:

• Build and own a territory plan for assigned territory by identifying target cities, counties, and agencies, and prioritize by fit, budget cycle, and likelihood to buy.
• Generate your own pipeline through outbound prospecting, including calls, email, LinkedIn, conferences and trade shows, state and local government associations, and referrals. Marketing support is available but you drive results.
• Win flagship municipal clients in states where GovPilot is building an initial footprint, and turn those wins into reference customers.
• Run full-cycle sales from first contact through close: discovery, demos, proposals, pricing, negotiation, and contract signature.
• Lead and manage complex, long-duration sales cycles, including RFPs, cooperative purchasing, budget cycles, and approval by councils and boards.
• Partner with implementation, product, and customer success to scope deals accurately and hand off new customers smoothly. Ongoing account management, renewals, and adoption are handled by our Customer Success team.
• Identify cross-sell opportunities within the accounts you win, and pass them to Customer Success when appropriate.
• Keep accurate pipeline, forecasts, and activity records in the CRM.
• Meet or exceed quota for new-logo bookings.
• Stay current on local government challenges, funding, regulations, and competitors in your territory.

Qualifications & Skills:

• 3+ years of quota-carrying sales experience, preferably in GovTech or SaaS, with a record of winning new logos and meeting or exceeding quota.
• Experience opening new territories or markets with little existing brand presence.
• Demonstrated success running complex, long sales cycles, ideally with state and local government buyers.
• Comfort with outbound prospecting and building your own pipeline without a dedicated BDR team.
• Experience selling permitting, licensing, or other municipal technology strongly preferred.
• Understanding of local government operations, budget processes, and procurement (RFPs, cooperative contracts) is a plus.
• Excellent communication, presentation, and negotiation skills.
• Self-motivated, resilient, and results-driven, able to work independently and collaboratively.
• Proficiency in a CRM such as Salesforce or HubSpot.
• Preferably located in a Central time zone.

What This Job Can Offer You:

• Complex and meaningful challenges — solving them will make our communities better places to live and work
• Opportunity to have a significant impact on the business
• A lot of freedom to organize your work and life — we focus on impact and results, not complicated bureaucracy and unnecessarily rigid standards.
• A supportive work environment where you can grow and challenge yourself to do your best work.

Practicals:

• Team: Sales 
• Location: Central time zone, north Midwest in the USA
• Start date: Immediate
• Status: Full Time/Exempt
• Please note: GovPilot is unable to sponsor or take over sponsorship of an employment visa at this time. 
• Pay range: The average base salary pay range for this position is $100,000 USD to $120,000 USD. May be considered for a discretionary bonus or commission

How to Apply:

If you are passionate about technology and eager to work on a dynamic team, we would love to hear from you. Please submit your resume and cover letter today! 

Application Process:

1. Screening call with a recruiter
2. Team Interview
3. Hiring Manager Interview
4. Final Interview with GovPilot's CEO

Equal Opportunity Employer:

GovPilot is an equal opportunity employer and values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. It's important to us that our workforce reflects people of all backgrounds, identities, and experiences and by providing this data, if you choose to, it will help us to stay accountable. 

Join us in creating amazing technology solutions that make a difference. Apply today!