Account Executive, Enterprise (Public Sector - State & Local)
Washington DC$400kFull-timePosted 1mo ago
About the role
Enterprise Account Executive for state and local government, owning a multi-state territory (state Attorneys General offices, state agencies, judiciaries, and large county/municipal legal departments) with full sales cycle responsibilities from prospecting to contracting and expansion.
Responsibilities
- Own a named multi-state territory of AG offices, state agencies, judiciaries, and large local government legal departments, running the full cycle from prospecting through contracting and expansion.
- Achieve and exceed revenue targets while managing a higher account volume than a federal book.
- Map the procurement path per jurisdiction — competitive solicitation, state tender panels, cooperative purchasing vehicles, or direct purchase under a legal services or professional services exemption.
- Multi-thread across Attorneys General and deputies, general counsel, division heads, state CIO and CISO organizations, and procurement officers.
- Work against state fiscal calendars and legislative budget cycles, which vary by jurisdiction.
- Build reference strength deliberately — state government buys heavily on peer proof, so early wins must be turned into referenceable stories.
- Document learnings into a repeatable state and local playbook.
Qualifications
- 5+ years selling complex enterprise software, with a meaningful portion of that time carrying a state, local, or education quota.
- Closed SLED deals yourself, and can speak specifically to how you got them through procurement.
- Comfort operating across multiple jurisdictions with genuinely different procurement rules, rather than treating SLED as one market.
- Ability to manage a broader book with more concurrent cycles and a lower average deal size than federal.
- Strong detail discipline around solicitations, deadlines, and security documentation.
- Genuinely excited to prospect, and capable of independently running a cycle end to end.
- Strong consultative, value-based selling instincts, and the ability to explain technical concepts to non-technical audiences.
- Demonstrated interest in AI and in helping government lawyers do their work better.
Benefits
- Comprehensive health, dental and vision coverage
- retirement benefits (401k match up to 4%)
- flexible PTO
Last updated Sep 9, 2026. Interested? Apply on the company site.
About Harvey
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