Senior Account Executive, Public Sector

 

 

Client: Our Client

Position: Senior Account Executive, Public Sector

Job Summary: 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.

About: 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.

About the Role: 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 6–12+ 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.