Public Sector Account Executive, West

Job Description

Public Sector Account Executive, West

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Remote, based in the West territory | Full time | Reports to the Chief Revenue Officer

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Base salary $80,000 to $110,000 | On-target earnings $170,000 to $220,000

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You own Bluebird's public sector sales in 22 states, from Louisiana and Texas to Alaska and Hawaii. The territory matches CoreTrust Public Sector's West region state for state. Bluebird is CoreTrust Public Sector's single supplier for physical security technology and services, and you are the one who puts that contract to work in your states.

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Bluebird is a nationwide physical security integrator. We design and install video, access control, and intrusion systems for multi-site clients across the country, and our Network of technicians lets us deliver in every state.

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THE JOB IN ONE SENTENCE

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Build Bluebird's public sector book across the West by selling through our cooperative contract, so cities, counties, school districts, and other agencies can buy from us without running their own bid, and come back for the next project.

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WHAT YOU WILL OWN

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• The West public sector pipeline. Finding the agencies in your 22 states that need video, access control, or intrusion work and turning them into real opportunities. You hunt for your own deals, and you are not doing it alone: Bluebird's SDR team runs direct outreach campaigns into your territory and books first meetings with agencies for you to take from there.

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• The CoreTrust West relationship. You are Bluebird's counterpart to CoreTrust Public Sector's West regional team. You work the agency introductions they send, run joint calls with their reps, and keep them current on every deal in your states.

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• Selling through the contract. The competitive solicitation is already done. Your job is to show a procurement officer that our contract covers what they need and walk them through the cooperative purchase paperwork until there is a purchase order.

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• Pricing, takeoffs, and Salesforce. Every quote you send matches the contract pricing on file. Every opportunity in Salesforce is current without anyone asking.

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• Contract sales reporting. Cooperative contracts carry reporting obligations. Every sale you close is reported correctly and on time.

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• The handoff. A closed deal goes to our project managers complete: scope, site details, contacts, and the purchase order. If they have to call you to find out what was sold, the handoff was not done.

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• The second project. The first job at an agency is how we earn the next one. You stay in front of the client after the handoff and own the relationship through renewal.

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YOUR TERRITORY

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Your states match CoreTrust Public Sector's West region exactly, so you work with one CoreTrust regional team instead of splitting deals across two.

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• Pacific and Mountain West (13): Alaska, Arizona, California, Colorado, Hawaii, Idaho, Montana, Nevada, New Mexico, Oregon, Utah, Washington, Wyoming

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• South Central (5): Arkansas, Louisiana, Missouri, Oklahoma, Texas

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• Great Plains (4): Kansas, Nebraska, North Dakota, South Dakota

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Minnesota and Iowa sit west of the Mississippi River but belong to the East region, because CoreTrust covers them from the East.

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YOUR SUPPORT

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You have an SDR team behind you. They run email, phone, and LinkedIn outreach campaigns to agencies in your states and hand you the meetings they book, with the agency and contact notes in Salesforce. You still prospect on your own, and the best AEs in this role do both: work every meeting the SDRs set and find the deals no campaign would reach.

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WHAT YOU WILL NOT OWN

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Being clear about this up front saves us both time. Project delivery belongs to our project managers. Once a job is handed off, they run it, and you will not be scheduling technicians. Contract compliance, including insurance certificates, registrations, and the contract file, sits with our compliance team. You will know what is in the contract cold. You will not be the one maintaining it.

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OUR POSITION WITH CORETRUST

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Bluebird is CoreTrust Public Sector's single supplier for physical security technology and services under contract CPS-200017. Any agency that wants video, access control, intrusion, and other ancillary products and services through CoreTrust buys it from us.

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• We bring the agencies. You find the cities, counties, and school districts that need physical security and show them the fastest compliant way to buy it.

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• We work CoreTrust's team as partners. You run joint calls with CoreTrust's West regional reps, share your pipeline with them, and make sure every agency they talk to knows we are on the contract.

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• We deliver everywhere. Our Network of technicians covers every state, so no agency is too far away to sell.

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HOW WE SELL TO THE PUBLIC SECTOR

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A public agency normally buys through a formal bid: watching for solicitations, writing proposals, legal review, months of waiting for an award, and the risk of losing the customer at renewal. A cooperative contract removes all of that for both sides. Ours is CoreTrust Public Sector contract CPS-200017, covering security cameras, related equipment, and services.

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What a cooperative contract does not remove: public-records exposure, sales reporting, and the need to talk to government buyers the way they expect. Procurement officers are not commercial buyers. They care about the contract number, the scope, and whether the file will hold up in an audit. You will be trained on how we sell under the contract, and you will be expected to know it better than the buyer does.

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Every Bluebird client, public or private, gets the same three things: frequent communication, repeatable process, and continuous training. That standard does not relax because the customer is a government.

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HOW WE WORK: AI-FORWARD

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Bluebird is an AI-forward company, and we expect you to use our AI tools every day. You will have them from your first week, and we want you using them to:

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• Research agencies, budgets, board calendars, and the right people before you reach out

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• Prepare for calls and the meetings the SDR team books, and turn your notes into follow-ups and Salesforce updates

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• Draft quotes, scope summaries, and written answers for procurement officers, which you then check and send

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• Find the next agency in your territory that looks like the last one you closed

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The tools handle the busywork so you spend your time with buyers. You stay responsible for what goes out under your name. If you have already built AI into how you sell, tell us how in your application.

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WHO THIS IS FOR

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• You have sold to state or local government, K-12, or higher education, and you carried a quota for it. You can name a deal you closed through a cooperative contract, which contract, and how long it took from first meeting to purchase order.

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• You know how an agency buys. Budget cycles, board approvals, fiscal year end, and the difference between a quote and a purchase order. You have never lost a deal because you missed a board calendar.

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• You build your own pipeline, and you can show us one you built from zero. You also know how to work with an SDR team: you take the meetings they set seriously and give them feedback that makes the next campaign better.

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• You talk in numbers. Pipeline dollars, close dates, agencies in play. Not "great conversations."

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• You are organized in a way other people can see. Your CRM is the truth, not a chore you catch up on Fridays.

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• You write well. Public sector buying runs on written answers, and a sloppy email to a procurement officer costs deals.

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• You use AI tools in your daily work, or you are eager to start.

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Physical security experience is a plus, not a requirement. Public sector sales experience in the West is the requirement.

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IS THIS YOU

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You must live in one of the 22 states in your territory. The role is home-based, but remote is not the same as stationary. Your territory runs from Louisiana to Hawaii, so expect regular travel across it, often by air, to meet agencies in person and work public sector trade shows such as superintendent, school business officer, and IT director associations.

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You should not take this job if you only want to work meetings someone else books, if you are counting on a book of existing public sector accounts to inherit, or if you think a cooperative contract sells itself. It does not. It removes the bid. You still have to win the buyer.

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COMPENSATION

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• Base salary: $80,000 to $110,000.

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• On-target earnings: $170,000 to $220,000 at 100% of quota, with uncapped commission on closed contract sales.

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Where you land in the range depends on your public sector sales record.

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HOW TO APPLY

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Apply here on LinkedIn, or send a resume to View email address on ziprecruiter.com with "Public Sector AE - West" in the subject line.

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Bluebird is an equal opportunity employer. We hire on ability and results, without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected status.