Account Executive (Government Sales) - Western US

CivilGrid is the trusted civil design platform powering affordable infrastructure renewal and growth. We consolidate utility records, geotechnical and environmental data, paving moratoriums, and jurisdictional requirements from 3,000+ utilities, agencies, and municipalities with full chain-of-custody documentation. Teams at PG&E, Mark Thomas, and leading engineering firms use CivilGrid to cut research time by up to 88%, reduce project costs, prevent dig-ins, and accelerate delivery on critical community projects.

We’re a venture-backed Series A startup addressing a $4.7T US infrastructure market underserved by software for decades. Founded by industry insiders with 10+ years each in utilities and civil engineering, we move fast, deliver impactful work, and stay close to our customers.

WHY THIS ROLE

We’re seeking a highly motivated and outcomes-driven Account Executive to expand CivilGrid’s government presence across the Western US. 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.

The role is tailored for a seller who understands how government agencies buy and operate, including capital program planning, federal funding requirements, multi-agency coordination, permitting, and right-of-way processes. You’ll help public sector clients prevent contractor dig-ins, accelerate infrastructure delivery, and centralize defensible site data for corridor-level projects.

This is a remote role, but candidates must be based in the Western US.

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 (e.g., corridor delivery timelines, permit delays reduced, dig-in incidents prevented).

• Converting pilots into multi-year enterprise agreements or master contracts.

• Developing targeted outbound campaigns for government buyer personas, such as Capital Program Directors, Right-of-Way & Permitting Managers, Transportation Engineers, and GIS/Asset Management Teams.

• Navigating government procurement processes, including RFP/RFQ responses, cooperative purchasing vehicles, and compliance requirements.

• Building sales materials like executive presentations, ROI analyses, and business cases demonstrating measurable impact on program delivery, inter-agency coordination, and public liability reduction.

• Maintaining stakeholder engagement throughout long procurement cycles with patience, persistence, and alignment strategies for budget and program planning windows.

• Representing CivilGrid at government, infrastructure, and public works industry conferences with a strategic, outcome-focused networking approach.

• Leveraging and expanding an existing 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 to state or local government entities (cities, public works departments, municipalities, or public agencies).

• Deep understanding of government procurement processes, including capital program budgeting cycles, RFP/RFQ processes, cooperative purchasing vehicles, and multi-stakeholder approval chains.

• Proven ability to manage multi-threaded deals across capital planning, engineering, GIS, IT, and procurement stakeholders.

• Familiarity with government infrastructure language, such as capital programs, right-of-way, corridor projects, NEPA review, federal funding requirements, paving coordination, and permitting.

• Excellent communication skills to adapt messaging for agency executives, technical teams, and operational stakeholders.

• Highly competitive, driven, and outcome-oriented.

• Proficient in sales platforms like SFDC, Gong, ZoomInfo, Salesloft, or Outreach.

• Based in the Western US.

BONUS POINTS

• Existing relationships with major cities, county public works departments, or municipal infrastructure agencies in the Western US.

• Familiarity with federal infrastructure funding programs (IIJA, FHWA, FTA) and their impact on state and local technology investment.

• Experience navigating government cooperative purchasing vehicles (e.g., Sourcewell, NASPO, state-specific contracts).

HOW WE WORK

We’re a small, rapidly growing team that prioritizes shipping. 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 offer 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 features a 50/50 base to commission split, bringing total OTE to $200,000 - $240,000.

Additional benefits include:

• Company-funded medical, dental, and vision insurance.

• FSA (health and dependent care).

• Unlimited PTO and a culture that encourages its use.

• 401(k) plan.

• Flexible, remote-friendly work environment.

• High-trust team, real ownership, and meaningful work.