WHY THIS ROLE

We're seeking a highly motivated and outcomes-driven Account Executive to own and grow CivilGrid's presence across California cities and municipalities. The ideal candidate has a proven track record of enterprise sales success within government - specifically cities, municipalities, county public works departments, and public infrastructure agencies in California.

This role is purpose-built for a seller who understands how government agencies buy and operate - from capital program planning and federal funding requirements to multi-agency coordination, permitting, and right-of-way processes. You'll be helping public sector clients prevent contractor dig-ins, accelerate infrastructure delivery, and bring defensible, centralized site data to their corridor-level projects.

This role reports into our Head of Sales and is specifically focused on cities, municipalities, and public agencies in California. This is a remote role, but you must be based in California to be considered.

WHAT YOU'LL DO

• Deliver and exceed sales targets with a strong, quantifiable history of success

Lead complex public sector sales cycles from prospecting through contract execution, including:

• Securing executive sponsorship across capital program directors, engineering leadership, and GIS/asset management teams
• Running pilots with clear success criteria tied to government KPIs (corridor delivery timelines, permit delays reduced, dig-in incidents prevented)
• Converting pilots into multi-year enterprise agreements or master contracts
• Develop creative, targeted outbound campaigns tailored to government buyer personas - Capital Program Directors, Right-of-Way & Permitting Managers, Transportation Engineers, and GIS/Asset Management Teams
• Navigate government procurement processes including RFP/RFQ responses, cooperative purchasing vehicles, and compliance requirements common to public sector entities
• Build compelling sales materials including executive presentations, ROI analyses, and business cases demonstrating measurable impact on program delivery, inter-agency coordination, and public liability reduction
• Maintain stakeholder engagement throughout long government procurement cycles, with patience, persistence, and strategies to align with budget and program planning windows
• Represent CivilGrid at government, infrastructure, and public works industry conferences with a strategic, outcome-focused approach to networking and prospecting
• Leverage and expand an existing personal network in the public sector and government infrastructure space to open new opportunities and drive pipeline growth

WHAT YOU'LL BRING

• 5+ years of enterprise sales experience with a strong record of hitting or exceeding quota
• Demonstrated experience selling software or technology solutions directly into state or local government entities - Cities, public works departments, municipalities, or public agencies - this is a hard requirement
• Deep understanding of how government agencies buy: capital program budgeting cycles, RFP/RFQ processes, cooperative purchasing vehicles, and multi-stakeholder approval chains
• Proven ability to manage multi-threaded deals with long sales cycles across capital planning, engineering, GIS, IT, and procurement stakeholders
• Familiarity with government infrastructure language: capital programs, right-of-way, corridor projects, NEPA review, federal funding requirements, paving coordination, and permitting
• Excellent communication skills with the ability to adapt messaging for agency executives, technical teams, and operational stakeholders
• Highly competitive, driven, and outcome-oriented
• Excellent at using all the different sales platforms such, SFDC, Gong, Zoominfo, Salesloft or outreach, etc.
• Based in California

BONUS POINTS

• Existing relationships at major California cities, county public works departments, or municipal infrastructure agencies
• Familiarity with federal infrastructure funding programs (IIJA, FHWA, FTA) and how they drive technology investment at the state and local level
• Experience navigating government cooperative purchasing vehicles (e.g., Sourcewell, NASPO, state-specific contracts)

HOW WE WORK

We're a small, but rapidly growing team that ships. Expect direct feedback, real ownership from day one, and proximity to customers - huge utilities, public agencies, and engineering firms whose work depends on what we build. We default to in-person collaboration where it matters and remote-friendly flexibility otherwise. We hire people who care deeply about their craft and the communities our customers serve.

COMPENSATION & BENEFITS

The base salary range for this role is $100,000 - $120,000. This role has a 50/50 base to commission split, bringing total OTE to $200,000 - $240,000.

Cash is only one part of your total compensation package at CivilGrid, which also includes meaningful early-stage equity, comprehensive benefits, and the opportunity to shape a category-defining company. The base salary range listed above may encompass various levels and/or geographic locations; final offers are determined based on the candidate's experience, skills, level, and work location.

In addition, we offer:

• Company-funded medical, dental, and vision insurance - including medical plans at no cost to the employee
• FSA (health and dependent care)
• Unlimited PTO and a culture that expects you to actually use it
• 401(k) plan
• Flexible, remote-friendly work environment
• A high-trust team, real ownership, and the chance to do the most meaningful work of your career