Own and build out Fieldguide's public sector territory, starting with a federal focus and expanding into state, local, and higher education over time.
Oversee the full sales cycle from prospecting to close across a greenfield account base.
Achieve and exceed revenue targets and key sales metrics.
Understand and navigate public sector-specific buying cycles and contract vehicles.
Build strong, trust-based relationships with key decision-makers, including procurement end users such as Inspector Generals, Comptrollers, and audit directors, providing thought leadership and aligning Fieldguide's solutions to their needs.
Develop and implement sales strategies aligned with goals and targets by leveraging the MEDDICC sales methodology.
Collaborate cross-functionally with teams including Solutions, Finance, Product, and Marketing to ensure customer needs and expectations are met throughout the sales process.
Help refine and evolve go-to-market strategy, messaging, and talk tracks as the public sector practice matures: this is a build-and-shape role, not a "run the existing playbook" role.
Set strategic direction to maximize market potential within your assigned territory through effective planning and execution.
Attend networking events, conferences, and partner-driven marketing opportunities to build relationships that generate new business.
Up to 30% regional and national travel.

Deep understanding of the public sector buying environment, including federal, state, local, and higher education.
5+ years of sales experience as an Account Executive, with a focus on net new logos and a proven track record of exceeding quota.
Experience selling complex software solutions that drive organization-wide transformation, managing complex, multithreaded sales processes involving stakeholders from executives to day-to-day product users.
Comfortable building in ambiguity: this is a startup environment and a brand-new motion for the company, so flexibility and resourcefulness matter more than a rigid, pre-defined plan.
Strong project management skills, with the ability to coordinate stakeholders and drive large, complex deals across the finish line.
Capacity to engage deeply and broadly across an account, including executives, practitioners, and technical teams, to influence stakeholders and drive meaningful change.
Team player who collaborates effectively across internal teams (Solutions, BDRs, Finance, Product, Marketing, Customer Success, etc.).
Motivated by building sales processes in a rapidly changing startup and being part of a team-oriented selling environment, demonstrating adaptability, resourcefulness, and mentorship.

Enterprise Account Executive – Corporate Internal Audit, Public Sector

Key skills