Account Executive, State

Brain Co.

2d

About The Position

Brain Co. is seeking a senior commercial leader to own new business and account growth across a defined portfolio of U.S. states for its government offering, GovOS. The role turns agency priorities into funded work, builds lasting client relationships, and helps make successful solutions repeatable across states. It is a senior individual-contributor position with a personal revenue target and responsibility for the full sales cycle.

The Account Executive works directly with agency executives to identify consequential problems, develop business cases, and secure agreements that product and deployment teams can deliver. The role partners closely with SLED leadership, engineering, and deployment teams to turn initial engagements into broader relationships and expanded scopes of service. The position can be based in San Francisco, New York, or remotely, with regular customer-site travel expected at 30–50%.

Requirements

• 10+ years of relevant experience in the public sector, ideally at the state-government level, enterprise technology sales, public-sector consulting, or transformation.
• Substantial work involving U.S. state agencies and direct accountability for winning and growing business.
• Personal experience originating, shaping, and closing custom technology deployments or tailored technology engagements, including building value cases, securing budget, aligning decision-makers, negotiating scope and contracts, aligning delivery commitments, and expanding initial engagements.
• Knowledge of state agency priorities, institutional constraints, and technology and services procurement, including funding cycles, solicitations, contract vehicles, legal review, and security approvals.
• Ability to distinguish promising conversations from qualified opportunities.
• Credibility as a trusted adviser to senior government leaders and sound judgment in difficult conversations with political appointees and career officials.
• Analytical and commercial judgment to translate open-ended agency challenges into practical solutions, quantified business cases, and concise executive recommendations.
• Fluency in AI capabilities, data, integrations, and implementation tradeoffs, with the ability to communicate with executives and engineers and make commitments grounded in delivery capacity.
• Ability to create pipeline, produce strong proposals and presentations, keep complex pursuits moving, lead across teams without formal authority, and work effectively while the product and sales approach evolve.
• Commitment to public service and ability to work across administrations, earning trust through results, professional judgment, and responsible use of technology.

Nice To Haves

• Experience in state administration, procurement, transportation, environmental permitting, budgeting, or legal and regulatory workflows.
• Experience bringing a new AI or software offering to market.
• Experience selling through resellers, systems integrators, and public-sector contract vehicles.

Responsibilities

• Create demand and build pipeline through targeted outreach, executive relationships, industry networks, conferences, and collaboration with partnership leads.
• Help shape the company's pitch and narrative, select accounts, and convert substantive conversations into qualified opportunities.
• Build trusted relationships with agency heads, deputy secretaries, CIOs, budget owners, and program leaders; understand operational priorities and build support among funders, approvers, and users.
• Discover and develop the value case by clarifying agency needs, understanding workflows, quantifying potential benefits, identifying executive sponsors, and establishing credible funding and purchasing paths.
• Partner with product, engineering, and deployment teams to define engagement scope, pricing, and success measures, aligning commitments with delivery capacity and opportunities to reuse capabilities.
• Lead deals through close, owning proposals, buyer coordination, and negotiations; coordinate technical, legal, and commercial input; address security and integration requirements; and navigate state budget cycles and procurement routes.
• Remain engaged after signature as the commercial relationship owner, partnering with deployment leaders to turn results into references, renewals, and expansion into additional agency workflows.
• Maintain accurate account plans, forecasts, and next steps; share customer needs and buying signals; strengthen positioning; and improve the repeatable sales motion.
• Meet bookings and account-growth goals through qualified opportunities and reliable forecasts, supporting production use, customer references, and expansion with reusable capabilities and credible commitments.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed