Account Executive

Why This Role

Concourse is building the operating system for State and Local governments. Our platform is a configurable approach to tackling fragmented government data and workflows, turning them into smooth operations for public servants and the constituents they serve. As an Account Executive, you'll sell to the people who run state and local government: county clerks, city CIOs, school IT directors. The work they buy from us looks like a bail management system for the state of Hawaii, an IT helpdesk for the Chicago school district, or an ERP for a mid-sized city. You'll run deals from first call to signed contract, then hand them to our Forward Deployed PMs and Engineers to build. Government sales cycles are long and procurement is complicated. You'll be one of our first sales hires, so you'll help figure out how we win them.

What You’ll Do

• Own the full sales cycle for state and local government accounts, from prospecting to close
• Build your own pipeline, using AI tools to research agencies, find the right buyers and run outreach
• Navigate procurement: RFPs, cooperative purchasing contracts, sole-source justifications and budget cycles
• Build relationships with department heads, CIOs, clerks and procurement officers, and keep them through renewal and expansion
• Run discovery and demos with our Forward Deployed PMs, then hand off a well-scoped deal
• Represent Concourse at government conferences, trade shows and association events
• Feed what you learn about buyers, pricing and objections back to the founder and product team, and help write the sales playbook as an early sales hire

What We’re Looking For

• A track record: what have you closed? Walk us through the deal, the buyers and the numbers
• High-agency, high-velocity mindset with an exceptional work ethic
• 3+ years of B2B closing experience, ideally selling to government or enterprise customers
• A history of meeting or beating quota
• Comfort with long sales cycles and procurement processes with many stakeholders
• Enthusiasm for AI: you use AI tools to move faster, and you can explain what they make possible to a government buyer

Nice to Have

• Experience selling to state and local agencies: courts, permitting, utilities, school districts
• Experience with cooperative purchasing vehicles or state contracts
• Early-stage startup experience, especially as one of the first sales hires

Location

This is a full-time, remote role covering our Southeast territory: North Carolina, South Carolina and Georgia. Ideally, you live in the region and have existing relationships with government buyers there. Expect to travel within the territory about 1–2 times a month for client meetings and conferences, plus occasional trips to our New York office for team time.

About Concourse

Concourse is the fastest-growing govtech, providing software to more than 100 state and local governments across the U.S. Government calls what we do "IT modernization." We call it a trillion-dollar opportunity to overhaul how government works. Public services are broken not because of bureaucracy but because they run on antiquated, user-unfriendly software from legacy vendors. Some examples: Concourse powers the legislative management system for one of America's largest cities, a state's entire online bail payment system, and a case-management platform for mental-health response teams. We are an AI-native company. Our org structure and staffing model are radically different from those of legacy tech companies: we have a flat team of superstar generalists who both own client relationships and manage fleets of long-horizon AI agents.