Senior Account Executive

What You'll Do: Develop and execute a strategic sales plan for your region. You own the number, the plan to hit it, and the pipeline to back it up. Prospect relentlessly into state and local government accounts through research, networking, outbound campaigns, and creative outreach. Warm leads are a bonus, not a crutch. Manage the full sales cycle from first conversation to a signed contract. You qualify hard, build urgency, and drive deals to close. Build a pipeline that is real and at 3x coverage minimum. You know every deal, its blockers, its champion, its decision criteria, its timeline, and your next concrete move. No happy ears. No fiction in the forecast. Maximize the investments the company is making in marketing, sales development, solutions consultants, and engineering for your territory. These are resources, not safety nets. Treat Salesforce as a system of truth, not a once-a-month cleanup project. MEDDPICC fields current, next steps documented, contact roles populated, close dates honest. Consistently send timely follow-ups after every interaction. Tailored, with named next steps, references where useful, and an explicit agenda for the next conversation. Multi-thread every deal. Single-threaded deals die when your one contact takes a vacation. Forecast with discipline. Articulate the cost of inaction on every active deal. If you cannot tell us what breaks for your buyer if they do nothing, you do not have a real deal. Understand your buyers' world deeply: their budgets, their pain points, their political dynamics. Translate that understanding into compelling, quantitative cases for why Polimorphic is the answer. Deliver sharp product presentations and demonstrations tailored to each stakeholder. A one-size-fits-all demo is a wasted meeting. Sell the vision of a unified government services platform, not individual product modules. Help the market understand what is possible. Negotiate and close deals that drive growth. A great deal is one where both sides feel the urgency to move forward, and you do not discount your way to a yes when a stronger discovery would have closed the same deal at full price. Provide accurate, rigorous sales forecasts and pipeline reports. Radical transparency on where things stand. Funnel market intelligence back into the organization. In a company this size, an AE who hears the market clearly shapes the product roadmap, the marketing strategy, and the competitive positioning. That is not optional. It is a responsibility. Stay sharp on industry trends, competitor moves, and market shifts. Share what you learn across the team. Best-practice creation and sharing is how we all get better. Collaborate with marketing on region-specific campaigns and represent Polimorphic at industry events, conferences, and trade shows. Travel is part of the job, but travel without follow-through is wasted effort. Reps who win here can be on the road three days a week and still send their follow-ups inside 48 hours. Contribute to building the playbook. We are creating the go-to-market motion in real time. Your voice, your creativity, and your learnings from the field will directly shape how the company sells. Be comfortable operating in ambiguity. We are bringing a platform product to a market that has not seen it. You will not have a finished playbook on day one. You will build it as you go and iterate based on what you learn. Challenge the myths and crutches that slow down government sales. Bring an outsider's perspective to what can and should be done differently. Think like a business owner, not an order-taker. "We are tracking to $X, but if we approached the Y market this way, I believe we can get to $Z. Here is why and here is what I need."

What We're Looking For: Minimum 3 years of software sales, with a proven and consistent track record of exceeding targets. We will ask for specifics: what was your quota, what did you close, and what was actually your doing versus inherited pipeline. Demonstrated success selling complex, consultative solutions with multi-stakeholder buying processes and 6 to 12 month cycles. Enterprise experience is strongly preferred. Agentic AI experience is a plus. Evidence that you operate a real sales process. We will ask you to walk us through how you manage 30+ active deals, how you keep your CRM current, and how you decide what to follow up on each morning. Vague answers here are a red flag. A first-principles thinker who builds business cases, not just slide decks. You can construct a quantitative ROI argument as naturally as you can build personal rapport. Comfort prospecting and building pipelines from scratch. You are self-motivated, proactive, and do not require micromanagement to perform at a high level. Documented coachability. Tell us about a piece of feedback that landed hard. Tell us what you did with it. Tell us what changed in your behavior afterward. Excellent communication, negotiation, and presentation skills. You are credible in a boardroom and authentic one-on-one.