Senior Account Executive

Senior Account Executive Opportunity

Full-Time | Remote (U.S., preference for California) | Reports to Director of Sales

Polimorphic is building the operating system for how the government serves its people. Deployed across 100+ government agencies nationwide, our AI platform is transforming how counties, cities, and state organizations deliver services to millions of residents. Polimorphic is backed by top investors including General Catalyst, M13, Shine, and Pear. Customer service in government is a top-three problem in the world, and we are positioned at the center of solving it.

This is not another SaaS sale. When you close a deal here, you are genuinely changing lives: a family who can now navigate benefits in minutes instead of days, a veteran who finally gets connected to the right services, a small business owner who can pull a permit without taking a day off work. The impact is real, measurable, and immediate.

We are looking for a Senior Account Executive who wants to build something extraordinary at a venture-backed company in hypergrowth. You will own a territory, build a pipeline from scratch, close meaningful deals, and have a direct hand in shaping how we go to market. This is ground-floor work with real upside.

What This Role Is

This is not a quota-carrying seat where you run someone else's playbook and wait for inbound leads. You are the tip of the spear in your territory. You will prospect, build relationships, construct compelling business cases, navigate complex buying processes, and close deals. You are selling a category of solution that your buyers have never seen before.

In practice, this means:

• You bring energy, urgency, and creative thinking to every deal. You don't wait to be told what to do. You see the gap, build the plan, and move.
• You think from first principles. Government procurement has myths and assumptions baked in. You question what's real, challenge what's slow, and find faster paths to "yes."
• You are as comfortable building a quantitative business case for a city manager as you are building rapport with a frontline department head. You can do both because you understand that great selling is part relationship, part logic, and part urgency.
• You don't treat objections as dead ends. You treat them as information. You dig in, reframe, and find the angle that moves the deal forward.
• You operate with the intensity of someone building their own business. End-of-quarter urgency is not a performance, it's how you work every day.
• You are a creative problem-solver. When the standard playbook doesn't work, you invent a new one. You think about 10X bets, not just incremental improvements.

What You'll Do

• Develop and execute a strategic sales plan for your region. You own the number, the plan to hit it, and the pipeline to back it up.
• Prospect relentlessly into state and local government accounts through research, networking, outbound campaigns, and creative outreach. Warm leads are a bonus, not a crutch.
• Manage the full sales cycle from first conversation to a signed contract. You qualify hard, build urgency, and drive deals to close.
• Build a pipeline that is real and 4x coverage. You know every deal, its blockers, its timeline, and your next move. No happy ears, no fiction in the forecast.
• Maximize the investments the company is making in marketing, sales development, consultants, and engineering for your territory. These are resources, not safety nets.
• Understand your buyers' world deeply: their budgets, their pain points, their political dynamics. You translate that understanding into compelling, quantitative cases for why Polimorphic is the answer.
• Deliver sharp product presentations and demonstrations tailored to each stakeholder. A one-size-fits-all demo is a wasted meeting.
• Sell the vision of a unified government services platform, not just individual product modules. Help the market understand what's possible.
• Negotiate and close deals that drive profitable growth. You understand that a great deal is one where both sides feel the urgency to move forward.
• Provide accurate, rigorous sales forecasts and pipeline reports. Radical transparency on where things stand.
• Funnel market intelligence back into the organization. In a company this size, an AE who hears the market clearly shapes the product roadmap, the marketing strategy, and the competitive positioning. That's not optional; it's a responsibility.
• Stay sharp on industry trends, competitor moves, and market shifts. Share what you learn across the team. Best practice creation and sharing is how we all get better.
• Collaborate with marketing on region-specific campaigns and represent Polimorphic at industry events, conferences, and trade shows.
• Contribute to building the playbook. We are creating the go-to-market motion in real-time. Your voice, your creativity, and your learnings from the field will directly shape how the company sells.
• Be comfortable operating in ambiguity. We are bringing a platform product to a market that hasn't seen it. You won't have a finished playbook on day one; you will build it as you go and iterate based on what you learn.
• Challenge the myths and crutches that slow down government sales. Bring an outsider's perspective to what can and should be done differently.
• Think like a business owner, not an order-taker. "We're tracking to $X, but if we approached the Y market this way, I believe we can get to $Z. Here's why and here's what I need."

What We're Looking For

• Minimum 3 years of experience in software sales, with a proven and consistent track record of exceeding targets. We will ask for specifics: what was your quota, what did you close, and what was actually your doing versus inherited pipeline.
• Demonstrated success selling complex, consultative solutions with multi-stakeholder buying processes. Enterprise experience is strongly preferred. Agentic AI experience is a plus.
• A first-principles thinker who builds business cases, not just slide decks. You can construct a quantitative ROI argument as naturally as you can build personal rapport.
• Comfort prospecting and building pipelines from scratch. You are self-motivated, proactive, and do not require micromanagement to perform at a high level.
• Excellent communication, negotiation, and presentation skills. You are credible in a boardroom and authentic one-on-one.
• Ability to travel throughout your region as needed (likely 20–30%).
• An entrepreneurial, creative, "can do" spirit. You are energized by building, not maintaining.
• Experience at a venture-backed, high-growth startup (Series A through C). You know what it feels like to sell in a resource-constrained, fast-moving environment where you have to build the plane while flying it.
• Experience selling platform or multi-product solutions, including land-and-expand and upsell motions.
• Private sector sales background with the hunger and intensity of someone who has carried a bag and built a book of business. Government sales experience is a bonus, not a requirement. We value the mindset significantly more than the Rolodex.
• Comfort operating across industries and pivoting into new verticals. You learn fast and adapt your approach based on what the market tells you.
• A genuine orientation toward impact. You are motivated by the idea that this work changes real lives, not just hits a number.

Who Thrives Here

• You are a workhorse who leads from the front. You don't wait to be asked. You see the gap and fill it, whether that's rewriting a proposal at midnight, jumping on a call with a skeptical county administrator, or driving three hours to get face-time with a decision maker because that's what the deal needs. You bring the same grit to closing a $50K pilot as you do to architecting a $500K enterprise deal.
• You are collaborative but not passive. You share what's working, learn from what isn't, and push the team to get better every week. Healthy competitiveness is great; building a winning playbook together is better.
• You are drawn to this role because you want to build something that matters. Government customer service is broken. Every day, millions of people struggle to access basic services because the systems designed to help them are outdated, confusing, and slow. Polimorphic is