Account Director, State & Local Government

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Requirements:

• 5+ years selling into state and/or local government accounts
• Demonstrated ability to consistently meet or exceed $2M+ in annual revenue targets within SLG organizations
• Deep understanding of SLG procurement processes, budget cycles, and RFP/contracting mechanisms (e.g., cooperative purchasing vehicles, NASPO, state contracts)
• A strong network and history of engagement with key SLG decision-makers and influencers
• Comfort navigating complex deal structures and coordinating internal resources to drive outcomes
• Experience leading SLG-focused events, demos, workshops, and co-innovation sessions
• Ability to synthesize public sector priorities (e.g., digital equity, smart cities, workforce modernization) and translate them into AI-powered solutions

Responsibilities:

• Manage a focused portfolio of key state and local government accounts, developing and executing comprehensive SLG account plans
• Guide SLG customers through their AI adoption journey—from initial education to successful, scalable deployment
• Partner with technical and research teams to build high-impact solutions tailored to government priorities such as public health, infrastructure, safety, education, and labor
• Own and manage a state and local government revenue target with a focus on consumption-based growth
• Forecast, report, and analyze SLG performance and pipeline metrics
• Stay current with public sector trends, funding cycles, legislation, and procurement frameworks that influence state and local IT strategies
• Collaborate cross-functionally across product, marketing, legal, support, operations, and engineering to deliver exceptional value to customers
• Help onboard and mentor team members focused on state and local accounts
• Cultivate a public service-oriented culture within our SLG practice