Lead Account Executive, State & Local Government

What's the role?

As a Lead Account Executive, State & Local Government, you will lead [Employer]’s strategic relationships with State Departments of Transportation and help shape the next phase of our State & Local Government business in the United States.

You’ll own a strategic portfolio centered on State DOTs, along with select major cities, counties, and regional transportation organizations. This is a senior, quota-carrying role where you’ll balance growing established customer relationships with creating new opportunities across traffic operations, roadway safety, GIS, mobility, infrastructure planning, transportation modernization, and public safety.

You will:

• Own and grow a portfolio of strategic State DOT and State & Local Government accounts, expanding existing business while creating new revenue opportunities.
• Develop account strategies aligned with agency priorities, programs, funding, procurement cycles, and long-term transportation initiatives.
• Build trusted relationships across agency leadership, traffic operations, GIS, planning, safety, engineering, IT, and procurement.
• Identify opportunities to apply [Employer] capabilities across location intelligence, traffic, GIS, routing, mobility, roadway safety, and analytics.
• Lead complex sales cycles from discovery and solution development through RFPs, procurement, commercial negotiation, and close.
• Expand [Employer]’s presence within existing customers by developing new use cases, relationships, and programs, often in partnership with [Employer] Solution Partners.
• Mobilize [Employer] product, technical, commercial, and partner teams around strategic customer opportunities.
• Maintain strong account planning, pipeline management, forecasting, and CRM discipline.
• Represent [Employer] across the U.S. transportation, geospatial, and public-sector community.

Who are you?

You are an experienced enterprise seller who knows how to navigate complex customer organizations, build credibility with senior stakeholders, and turn transportation and public-sector challenges into meaningful business opportunities.

You bring:

• 8+ years of enterprise or complex solution sales experience, ideally within transportation, geospatial technology, infrastructure, enterprise technology, or the public sector.
• A demonstrated track record of achieving revenue goals, growing strategic accounts, and developing new business.
• Experience navigating complex government organizations, procurement processes, RFPs, contracting, and extended sales cycles.
• Strong executive presence and the ability to build trusted relationships across senior, operational, and technical stakeholders.
• Strong strategic account planning, negotiation, commercial, and closing capabilities.
• The ability to translate agency priorities and transportation challenges into compelling customer solutions and business opportunities.
• Experience leading cross-functional teams and mobilizing resources without direct authority.
• The ability to travel primarily within the United States as business needs require.

Ideally, you’ll also bring experience in one or more of the following areas:

• Selling directly to State DOTs or other transportation agencies.
• Established relationships across the U.S. transportation, infrastructure, or GIS community.
• Location intelligence, mapping, GIS, traffic, mobility, roadway safety, transportation data, SaaS, or enterprise technology.
• Traffic operations, roadway safety, GIS modernization, infrastructure planning, or mobility programs.
• Working with solution providers within the State DOT traffic operations ecosystem.
• State government procurement, contracting, and RFP processes.
• The Esri ecosystem or relationships with transportation technology, engineering, and consulting partners.

Why [Employer]?

[Employer] combines global location data, enterprise-grade technology and deep real-world context. You will help customers use those capabilities to optimize movement, improve operations, build location-aware products and apply AI to problems in the physical world. You do not need to know everything about [Employer] on day one. What matters is your ability to learn quickly, architect credible solutions and communicate their value.

The expected base salary range for this position is $154,000 - $220,000 per year. Actual compensation will be based on factors such as skills and experience. This position is also eligible for an annual performance bonus, which is subject to company and individual performance.

Life at [Employer] comes with generous benefits to support your health and overall wellness. Benefits available to US-based [Employer] employees include health (Medical/Dental/Vision) insurance, retirement savings plans, paid time off & leave policies.

As part of [Employer] employment process, candidates will be required to successfully complete a background verification process. Offers of employment and any related claims are subject to the successful completion of a background verification. Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, [Employer] will consider for employment qualified applicants with arrest and conviction records.

[Employer] is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, age, gender identity, sexual orientation, marital status, parental status, religion, sex, national origin, disability, veteran status, and other legally protected characteristics.

Under Section 503 of the Rehabilitation Act of 1973 and VEVRAA, we have developed an affirmative action program (AAP) for individuals with disabilities and protected veterans. Portions of the AAP are available for review by applicants and employees through our People Team.

Who are we?

[Employer] is a location data and technology platform company. We empower our customers to achieve better outcomes – from helping a city manage its infrastructure or a business optimize its assets to guiding drivers to their destination safely.

At [Employer] we take it upon ourselves to be the change we wish to see. We create solutions that fuel innovation, provide opportunity and foster inclusion to improve people’s lives. If you are inspired by an open world and driven to create positive change, join us. Learn more about us on our YouTube Channel.

Originally posted on [Employer]