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Salary: USD 100,000 - 120,000 / annual
CivilGrid is a venture-backed Series A startup providing a civil design platform that consolidates utility records, geotechnical data, environmental information, and jurisdictional requirements for utilities, civil engineers, and municipalities. The platform helps teams at major firms like PG&E and engineering consultancies reduce research time by up to 88%, cut project costs, prevent dig-ins, and accelerate infrastructure delivery.
You will own and grow CivilGrid's government sales presence across the Western US, targeting cities, municipalities, county public works departments, and public infrastructure agencies. This role reports to the Head of Sales and requires deep expertise in how government agencies buy—from capital program planning and federal funding requirements to multi-agency coordination, permitting, and right-of-way processes.
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, securing 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 reduced, dig-in incidents prevented) and convert them into multi-year enterprise agreements
- Develop targeted outbound campaigns tailored to government buyer personas—Capital Program Directors, Right-of-Way & Permitting Managers, Transportation Engineers, and GIS/Asset Management Teams
- Navigate government procurement processes including RFP/RFQ responses, cooperative purchasing vehicles, and compliance requirements
- Build compelling sales materials including executive presentations, ROI analyses, and business cases demonstrating measurable impact on program delivery and public liability reduction
- Maintain stakeholder engagement throughout long government procurement cycles, aligning with budget and program planning windows
- Represent CivilGrid at government, infrastructure, and public works industry conferences
- Leverage and expand personal networks in the public sector and government infrastructure space to drive pipeline growth
The company emphasizes direct feedback, real ownership from day one, and proximity to customers. You'll work with a small, rapidly growing team that ships meaningful work for utilities, public agencies, and engineering firms.
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 the 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 the Western US
BONUS:
- 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 how they drive technology investment at state and local levels
- Experience navigating government cooperative purchasing vehicles (e.g., Sourcewell, NASPO, state-specific contracts)
