Senior Account Executive, Public Sector

Senior Account Executive, Public Sector

Our Client is hiring a Senior Account Executive to own its public sector growth state, federal, and select municipal and law-enforcement opportunities. This is a senior individual contributor seat with leadership presence: full-cycle ownership of hardware-plus-services government deals, end-to-end RFP leadership, and an executive-level voice in front of agency buyers.

Our Client sells biometrics hardware and identity-management solutions into U.S. government primarily law enforcement and identity-verification use cases at the county, state, and federal levels. The company has built real traction: nine active state agency relationships, a statewide footprint in Puerto Rico, referenceable agency customers, and a strong RFP-driven win rate against much larger incumbents. The business is founder-led, lean, and on a growth trajectory that depends on scaling the public sector motion beyond the CEO's bandwidth.

You'll report directly to the CEO and inherit a mature foundation an active multi-state customer base, a near-term Minnesota win, and an RFP-scraping engine generating qualified inbound deal flow. You'll own the full government sales motion end-to-end: RFP response and project management, multi-stakeholder navigation across procurement / IT / agency buyers, executive presentation in senior government forums, and full-cycle ownership of hardware-plus-services deals ranging from ~$5K to $1M+ TCV.

This isn't a large-enterprise SLED seat. There's no army of overlays, no mature BDR funnel, no fully-built enablement engine. Our Client wants a hungry, government-fluent operator who's earned the credibility to carry executive conversations but is still in the work themselves running the RFP, writing the win themes, and closing the deal.

Duties and Responsibilities

• Own full-cycle public sector sales pipeline development through close across county, state, and federal agencies
• Lead RFP responses end-to-end: qualification, project management of the response, win-theme development, pricing posture, and executive review
• Navigate complex government buying centers (procurement, IT, legal, agency leadership, end users) and build durable, multi-year relationships with procurement officers and program owners
• Pursue single-incumbent state markets (e.g., Texas) via relationship-led account development positioning the company to join existing contracts, win adjacent RFPs, or displace incumbents over time
• Present credibly at senior government forums (e.g., FBI Compact Council) and serve as an executive face of the company in agency meetings
• Inherit and expand the existing pipeline: nine active states, Puerto Rico, the Minnesota near-close, and the inbound RFP-scraping engine
• Manage hardware-inclusive deal complexity scoping, configuration, implementation handoff, and the revenue-recognition mechanics that affect attainment
• Partner with the CEO on strategic deal review, pricing approvals, and very large RFP opportunities (state-wide and federal)
• Help shape future GTM hires (RFP technical writer / PM, junior AE) as the function scales

Qualifications

Must-have

• 5+ years selling into U.S. government state and/or federal with multi-year, documented quota attainment
• Hands-on RFP leadership: you've personally written or led the response, not just signed off on a proposal team's work
• Track record of closing complex deals in the $250K$1M+ TCV range
• Executive presence and senior presentation skills in front of agency leadership and contracting officers
• Procurement fluency: GSA schedules, sole-source justifications, cooperative purchasing vehicles, and the cadence of government buying
• Hunter mentality with patience for 612+ month cycles; comfort holding a pipeline that mixes ~$5K local PD deals and multi-year, seven-figure state contracts
• Self-directed operator comfortable without heavy BDR support or a mature enablement engine
• Must be authorized to work in the U.S.

Nice to have

• Biometrics, identity, public-safety, or law-enforcement technology domain experience (learnable; not a screen)
• Prior experience selling hardware-plus-services bundles (vs. pure SaaS)
• Existing senior relationships in target agencies state procurement leadership, federal program owners, FBI/CJIS-adjacent
• Experience helping stand up or scale a public sector GTM function

Additional Information: This role is fully remote within the U.S. geography flexible. Travel expected for senior government forums and key agency meetings; cadence to be confirmed. This is a senior individual contributor seat with no direct reports at hire, though influence on future GTM hires is part of the trajectory.