Enterprise Account Executive, State and Local

SLSQ327R510

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.

As a State & Local Government (SLG) Account Executive, you own a dedicated geographic territory and are responsible for originating, advancing, and closing complex enterprise deals within government agencies that operate under statutory procurement frameworks, multi-layered buying committees, and extended decision timelines.

Success in this role is not primarily a function of relationship volume or activity count. It is a result of deep domain fluency, process-aware strategy, and the ability to navigate institutional complexity over extended periods of time. You will operate as a trusted peer to career government leaders, not as a vendor waiting to be pulled forward.  You know how to sell innovation and change through the art of the possible and can guide deals forward to compress decision cycles. Along with the chance to close exciting deals, we also offer accelerators above 100% quota attainment.

The impact you will have:

• Manage complex sales-cycles and present to C-level executives.
• Close net new accounts.
• Identify and close quick, small wins while managing longer, complex sales cycles
• Exceed activity, pipeline, and revenue targets.
• Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce.
• Use a solution-based approach to selling and creating value for customers
• Promote the Databricks Data Intelligence Platform, leveraging open-source technologies including Apache Spark™, Delta Lake, and MLflow to drive data and AI transformation..
• Prioritize strategic opportunities and apply appropriate opportunities

What we look for:

• Demonstrated ability to thrive in a fast-paced, high-growth environment and build out greenfield public sector territories.
• 5+ years of field sales experience, with a minimum of 3 years selling specifically to state and/or local government accounts.  
• Demonstrated track record of closing deals in a regulated procurement environment
• Proven ability to navigate multi-stakeholder buying committees and align competing priorities.
• Strong executive presence and the ability to engage credibly with Commissioners, Secretary’s, CFOs, CIOs and Program Leaders.
• Strong track record of delivering measurable business value to customers.
• Background in big data, cloud, AI/ML or SaaS sales–ideally selling data and analytics platforms to the government.
• Bachelor’s degree.