Ifyou’veever felt like most Enterprise Account Executiveroles reward activity more than substance, this role willprobably feeldifferent.The type ofpersonwe are looking foris someone who focuses on quality—building strong relationships, understanding the client, and creating opportunities thathelp them solve meaningful problems over time. We are looking for a strategic Enterprise Account Executive with at least 3-5 years of experience,who knows how to sellin the Public Sector space.

You’llhave a quota, but youwon’tbe pushed torushdeals or move things forward just to hit a number for the quarter. The expectation is that you build trust, understand the problem, and present opportunities that are genuinely worthpursuing.

Because of that,you’llspend more time early on understanding the landscape, figuring out where you can add value,establishingcredibility, and building championsbefore anything turns into an active opportunity.There’s time to think, room to build relationships properly, and less pressure to push things through just to hit a number. The expectation is that you own your territory, figure out what works, and build something that lasts.

Whatwe’renot looking for is someone who measures success by how many calls they made this week or how quickly they can push a deal through.Thiswouldn’tbe a good fit for someone who needs quarterly recognition or rewards to measure success.

In this role...

You’llown a Southwest territory and willbe responsible forbuilding it from the ground up.

That meansidentifyingwhich agenciesto target, learning how theyoperate, and deciding where tofocusyour time. Thereisn’ta preset list of “go chase these accounts.”You’lldevelop your own point of view on where the best opportunities are and on your strategic approach.

As a significant part of the job is doing the work most people skip—researching agencies, understanding their structure, learning who is involved in decision-making,



and figuring out where there may be real problems to solve.

From there,you’llstart building relationships. Not mass outreach, not generic messaging—actual conversations over time that build familiarity and trust.

We sell to city, county, and state governments. That meansunderstanding andworking through procurement processes, RFPs, and multiple layers of stakeholders. Deals take time and require patience, but when they move forward, they tend to be well-developed and durable.

Whatyou’llbe doing day-to-day

• Owning and developing your territory across CA, ID, TX, CO, AZ, NM, UT, and NV

• Deciding where to spend your time and how to approach each account

• Doing meaningful research before outreach—substance over volume

• Building relationships with CIOs, Directors, and agency leaders

• Managing long, complex sales cycles once opportunities develop

• Leading conversations focused on understanding problems and offering value

• Working closely with Pre-Sales, Proposal, and Client Services teams

• Navigating RFPs, procurement processes, and internal approvals

Howyou’llbuild your pipeline

Instead of relying on inbound leads,you’llbe:

• Identifying and prioritizing agencies within your territory

• Researching how those agenciesoperateand where challenges exist

• Connecting with the right people and providing meaningful contentthat’srelevant to them

• Building relationships beforethere’san active deal

• Staying consistent with follow-up and engagement, even when nothing is immediate

• Turning those relationships into qualified opportunities when timing and need align

This role tends to work well for people who…

• Care more aboutthe quality of opportunities than the number

• Take time tobuild trust before trying to close

• Have experience withlong or complex sales cycles, especially in the PubSec space

• Are comfortablecreatingtheir own pipeline from scratch

This role can be frustrating if you…

• Prefer rapid-moving deals and quick closes

• Expect a steady stream of inbound leads

• Rely heavily on high-volume outreach or automation

• Want a clearly defined playbook to follow day-to-day

• Get impatient when deals take time to develop

Role details

• Base salary: $110,000–$148,000 + commission

• Compensation depends on experience and performance

• Territory: CA, ID, TX, CO, AZ, NM, UT, NV-You must live in this territory to be considered

• Remote or hybrid (aligned with our Denver-based team)

• Travel up to 25%
• Experience working with regulatory agencies (permitting, licensing, gaming, alcoholic beverage control, or similar) is highly valued, but not required

Interview Process:

• Phone Interview with HR (virtual)

• Pre-technical Interview (virtual)

• Interview with Hiring Manager/Team(in-person or virtual)

• Assessment

• Final Interview with the Executive Team (in-person)