Ai In Government Jobs in California (NOW HIRING)

Senior Account Executive, SLED

Help State Agencies, Municipalities & Universities Operationalize AI at Scale

Austin, TX (Preferred) | San Francisco | New York City | Hybrid

$200K–$270K OTE + Equity

The conversation around AI in government and higher education is changing.

The question is no longer whether public sector organizations will adopt AI.

The question is how they will operationalize it responsibly, securely, and at scale.

Our client is emerging as one of the most compelling platforms in this rapidly evolving market—helping state agencies, municipalities, and higher education institutions move beyond isolated tools and manual processes into a modern system of execution powered by automation, workflow intelligence, and AI.

This is an opportunity to join a high-growth organization at the intersection of public sector modernization, digital transformation, and enterprise AI.

Why Top SLED Sellers Are Interested

Most government software vendors sell individual applications.

This platform is becoming something much bigger.

Organizations are adopting it as the operational layer where work actually gets done.

Instead of simply tracking work, the platform enables agencies and institutions to:

• Automate complex workflows
• Improve constituent and student services
• Coordinate work across departments
• Modernize outdated processes
• Operationalize AI with governance and compliance built in

The result is a highly strategic conversation centered on outcomes, efficiency, modernization, and mission impact.

What You'll Be Selling

This AI-native platform enables organizations to deploy and manage workflows across departments while maintaining the security, governance, and auditability required by public sector environments.

Common use cases include:

State & Local Government

• Grants & Funding Management
• Constituent Services & Case Management
• Permitting & Licensing Workflows
• Capital Project Tracking
• Procurement & Vendor Management
• Emergency Response Coordination
• Public Communications & Engagement

Higher Education

• Student Services
• Research Grant Management & Compliance
• Admissions & Enrollment Operations
• Faculty Hiring & Workforce Planning
• Academic Program Management
• Campus Construction & Capital Projects

The platform integrates with existing systems while creating a unified environment for automation, collaboration, and AI-driven execution.

Why This Opportunity Is Different

Public sector organizations are under increasing pressure to:

• Deliver better services with limited resources
• Improve operational efficiency
• Modernize legacy systems
• Meet digital transformation mandates
• Adopt AI responsibly

This platform aligns directly with those priorities.

Rather than selling another point solution, you'll help organizations replace fragmented processes, spreadsheets, and disconnected systems with a scalable platform capable of supporting multiple departments, agencies, and campuses.

Many customers begin with a single use case and expand rapidly across additional teams, creating substantial long-term growth opportunities.

What You'll Do

• Manage a high-volume SLED territory consisting of approximately 80+ installed accounts alongside significant new business opportunities
• Develop relationships with decision-makers across state agencies, municipalities, and higher education institutions
• Generate pipeline through strategic prospecting, account mapping, and executive engagement
• Lead discovery conversations focused on modernization initiatives and operational challenges
• Navigate complex public sector procurement processes and multi-stakeholder buying environments
• Drive expansion opportunities across departments, agencies, and campuses
• Partner with internal resources to deliver compelling business outcomes
• Consistently exceed revenue objectives

Who Thrives Here

The most successful sellers in this role understand that modernization is rarely a single-project initiative.

They know how to:

• Land in one department
• Build credibility through outcomes
• Expand across additional stakeholders
• Position platforms instead of products
• Navigate complex public sector organizations

They enjoy strategic conversations and are energized by helping organizations solve meaningful operational challenges.

Ideal Background

Required Experience

• 4–7 years of quota-carrying software sales experience
• Strong background selling into SLED organizations
• Direct experience with State & Local Government (SLG) accounts strongly preferred
• Proven success managing both account growth and new business development
• Experience navigating public sector procurement processes
• Strong history of quota attainment
• Ability to work in a hybrid environment in Austin, San Francisco, or New York City

Preferred Experience

Experience selling:

• Workflow Automation Platforms
• AI Platforms
• Business Process Automation
• Enterprise SaaS Applications
• Digital Transformation Solutions
• Work Management Platforms
• Analytics & Operational Intelligence Solutions

Target Company Backgrounds

Candidates from organizations such as:

• Asana
• Atlassian
• Appian
• ServiceNow
• Salesforce
• Smartsheet
• Monday.com
• Databricks
• Snowflake
• Workday
• Qualtrics
• Planview
• Productboard
• ThoughtSpot
• Wrike
• Zendesk

and other enterprise SaaS organizations serving public sector customers are particularly well aligned.

Compensation & Benefits

Austin & Most U.S. Locations

• Base Salary: $100,000–$135,000
• On-Target Earnings: $200,000–$240,000
• Equity Participation

Additional Benefits

• Hybrid work environment
• Exposure to one of the fastest-growing segments in enterprise software
• Significant career advancement opportunities
• Comprehensive benefits package
• High-performing sales culture
• Strong inbound interest and established customer base

Why This Role Stands Out

Government agencies and higher education institutions are entering one of the most significant modernization cycles in decades.

AI, automation, and digital transformation initiatives are moving from planning discussions to funded priorities.

This role places you directly in the middle of that shift.

For accomplished SLED sellers who want to move beyond traditional software sales and help shape how public sector organizations operate in the AI era, this represents a rare opportunity to combine meaningful impact, strong earnings potential, and long-term career growth.