Account Executive (AI GovTech SaaS Startup)

A high-growth AI GovTech startup based in NYC is seeking a full-cycle Account Executive. Over the past year, the company has built strong product-market fit and a highly engaged customer base within the government contracting space. Using proprietary AI agents, their platform helps government contractors drastically cut down the time spent on RFPs while winning more awards.

The Account Executive should be comfortable running the entire sales process from sourcing to close in the B2G/GovTech ecosystem. This role will help design the go-to-market (GTM) engine that takes the company to $10M and beyond in revenue.

Contract

• Employment Type: Full-time employee.
• Base Salary: $100,000 – $150,000 USD.
• OTE: $200,000 – $300,000 USD + Equity.
• Location: In-office (5 days/week), New York City.

Other Benefits

• High-ownership environment with direct access to company leadership.
• Opportunity to work deeply on the frontier of AI agents in the public sector
• Collaborative, in-person team culture.

What you’ll do: Your primary mission is to own and grow revenue while simultaneously building the GTM infrastructure — pipeline systems, playbooks, and CRM frameworks — that will scale the team beyond you.

Key Responsibilities:

• Pipeline Creation: Build targeted outbound campaigns aimed at Business Development and proposal leaders at GovCon firms, while working a steady inbound flow from conferences, LinkedIn, and referrals.
• Full-Cycle Deal Management: Lead discovery calls, product demos, solution mapping, and pricing negotiations for $30k–$100k+ ACV SaaS subscriptions (annual and multi-year).
• Procurement Navigation: Guide prospects through FAR-driven vendor setups, security questionnaires, and ITAR/FedRAMP concerns unique to the GovTech sales environment.
• Close & Expand: Land new logos, then drive upsells across additional seats, modules, and business units.
• Playbook Building: Write outreach sequences, craft sales collateral, instrument the CRM, and codify repeatable processes for future AEs and SDRs.
• Customer Onboarding Support: Stay engaged through the first 60 days post-close to ensure activation and set up expansion conversations.

How Success Looks

• Month 1–2: Full mastery of the product demo, objection handling, and GovCon buying journey; $500k in pipeline built.
• Month 3–6: First $200k in closed ARR.
• Month 9–12: $700k–$800k+ in closed ARR.

Mandatory Qualifications:

• US Citizenship (required due to the nature of customer data)
• 2–4 years of quota-carrying experience in a full-cycle, closing B2B SaaS role.
• Consistent overachievement of quota (e.g., ).
• Experience at an early-stage, high-growth startup (Series C/D or earlier).
• Track record of closing deals with ACVs of $30k–$100k+ and s
• Equally skilled in cold outreach and warm referrals; you build pipeline from scratch.
• Comfort speaking credibly with C-suite executives and proposal managers; you map power, quantify value, and push deals across the finish line.
• Ability to work in person in New York City,
• Thrive in ambiguity: you draft your own decks, iterate weekly, and proactively chase feedback.

Nice to Haves

• Prior exposure to GovCon, GovTech, public sector, or other regulated industries.
• Familiarity with government procurement frameworks (FAR, ITAR, FedRAMP, security reviews).

Pay: $200,000.00 - $300,000.00 per year

Benefits:

• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Work Location: In person