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Salary: USD 100,000 - 120,000 / annual
CivilGrid is a venture-backed Series A startup providing a civil design platform for utilities, municipalities, and engineering firms. The platform consolidates utility records, geotechnical data, environmental information, and jurisdictional requirements from 3,000+ utilities and agencies, enabling teams to plan, design, and build infrastructure faster and safer. Customers include PG&E and leading engineering firms.
You will own and grow CivilGrid's presence across California cities and municipalities as an Account Executive reporting to the Head of Sales. This role is specifically focused on selling to California public sector entities—cities, municipalities, county public works departments, and public infrastructure agencies.
Key responsibilities include:
- Deliver and exceed sales targets with a quantifiable track record of success
- Lead complex public sector sales cycles from prospecting through contract execution
- Secure executive sponsorship across capital program directors, engineering leadership, and GIS/asset management teams
- Run pilots with clear success criteria tied to government KPIs (corridor delivery timelines, permit delays, dig-in prevention)
- Convert pilots into multi-year enterprise agreements or master contracts
- Develop targeted outbound campaigns for government buyer personas (Capital Program Directors, Right-of-Way Managers, Transportation Engineers, GIS/Asset Management Teams)
- Navigate government procurement processes including RFP/RFQ responses and cooperative purchasing vehicles
- Build compelling sales materials including executive presentations, ROI analyses, and business cases
- Maintain stakeholder engagement throughout long government procurement cycles
- Represent CivilGrid at government, infrastructure, and public works industry conferences
- Leverage and expand existing personal network in public sector and government infrastructure to drive pipeline growth
The ideal candidate understands how government agencies buy—from capital program planning and federal funding requirements to multi-agency coordination, permitting, and right-of-way processes. You will help public sector clients prevent contractor dig-ins, accelerate infrastructure delivery, and centralize site data for corridor-level projects.
REQUIREMENTS:
- 5+ years of enterprise sales experience with a strong record of hitting or exceeding quota
- Demonstrated experience selling software or technology solutions directly into state or local government entities (Cities, public works departments, municipalities, or public agencies)—this is a hard requirement
- Deep understanding of how government agencies buy: capital program budgeting cycles, RFP/RFQ processes, cooperative purchasing vehicles, and multi-stakeholder approval chains
- Proven ability to manage multi-threaded deals with long sales cycles across capital planning, engineering, GIS, IT, and procurement stakeholders
- Familiarity with government infrastructure language: capital programs, right-of-way, corridor projects, NEPA review, federal funding requirements, paving coordination, and permitting
- Excellent communication skills with ability to adapt messaging for agency executives, technical teams, and operational stakeholders
- Highly competitive, driven, and outcome-oriented
- Proficiency with sales platforms such as Salesforce, Gong, ZoomInfo, Salesloft, or Outreach
- Must be based in California with existing book of business in state
BONUS:
- Existing relationships at major California cities, county public works departments, or municipal infrastructure agencies
- Familiarity with federal infrastructure funding programs (IIJA, FHWA, FTA) and how they drive technology investment at state and local levels
- Experience navigating government cooperative purchasing vehicles (e.g., Sourcewell, NASPO, state-specific contracts)
