Account Executive

Concourse

. Own the full sales cycle for state and local government accounts, from prospecting to close .

Posted 11/11/2026full-timeRemote • Florida • United StatesMid-LevelSenior💰 $120,000 - $160,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing the full sales cycle for government accounts, leveraging AI tools for prospecting and outreach, while effectively navigating procurement processes and building strong relationships with key stakeholders.

Highest-signal resume keywords

B2B Closing ExperienceGovernment Sales ExpertisePipeline Development Using AI ToolsTrack Record of Closed DealsExperience with Cooperative Purchasing Vehicles

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementRFP NavigationQuota AchievementDeal ClosingProspecting

Soft Skills

Relationship BuildingCommunicationNegotiationProblem Solving

Tools & Technologies

AI ToolsSales Playbook Development

Industry Keywords

State ContractsLocal Government SalesProcurement ProcessesCooperative Purchasing ContractsEarly-Stage Startup Experience

About the role

Key responsibilities & impact

Own the full sales cycle for state and local government accounts, from prospecting to close
Build a pipeline using AI tools to research agencies, identify buyers, and conduct outreach
Navigate RFPs, cooperative purchasing contracts, sole-source justifications, and budget cycles
Build and maintain relationships with department heads, CIOs, clerks, and procurement officers through renewal and expansion
Run discovery and demos with Forward Deployed PMs and hand off well-scoped deals
Represent Concourse at government conferences, trade shows, and association events
Share insights about buyers, pricing, and objections with the founder and product team
Help create the sales playbook as an early sales hire

Requirements

What you’ll need

3+ years of B2B closing experience, ideally selling to government or enterprise customers
Track record of closed deals, including buyers and numbers
History of meeting or beating quota
Comfort with long sales cycles and procurement processes with many stakeholders
Enthusiasm for AI and ability to use AI tools to move faster and explain their possibilities to government buyers
Experience selling to state and local agencies, courts, permitting, utilities, or school districts (nice to have)
Experience with cooperative purchasing vehicles or state contracts (nice to have)
Early-stage startup experience, especially as one of the first sales hires (nice to have)
Must live in Florida
Must answer whether visa sponsorship will be required

Benefits

Comp & perks

Equity
Commission
Travel within Florida approximately 1–2 times a month for client meetings and conferences
Occasional trips to the New York office for team time