Senior Account Executive - US Public Sector (SLED, Civilian and Federal)

About the Role

As a Senior Account Executive, you will be responsible for developing and executing a strategic sales plan, focusing on high-value opportunities in the public sector. You will work closely with cross-functional teams, including customer success, sales development, marketing, and solution architecture, to drive sales growth and expand Cohere's presence in the US public sector.

Cohere's mission to scale intelligence and serve humanity is at the forefront of this role. The company is committed to training and deploying frontier models that enable developers and enterprises to build AI systems. As a Senior Account Executive, you will play a key role in driving the adoption of these models in the public sector.

What You Will Do

• Develop and execute a strategic sales plan for the US public sector, focusing on high-value opportunities in SLED, federal, and civilian agency markets.
• Cultivate C-level and executive relationships with government decision-makers, systems integrators, and channel partners in the D.C. ecosystem.
• Navigate complex contract vehicles, such as GSA Schedule, SEWP, ITES, and state/local cooperatives, and compliance frameworks, including FedRAMP, NIST, and CMMC.
• Align Cohere's AI platform with agency pain points, such as digital transformation, cybersecurity, and citizen engagement, through tailored demos and value propositions.
• Forecast accurately, manage RFPs, and collaborate with government affairs, legal, solutions engineering, and marketing teams to win deals.
• Track policy changes, such as the AI Executive Order and NDAA, and competitor strategies to inform sales tactics.
• Identify and pursue new business opportunities in the public sector, leveraging your network and expertise to drive sales growth.
• Work closely with cross-functional teams to develop and execute account plans, ensuring alignment with Cohere's overall sales strategy.
• Develop and maintain a thorough understanding of Cohere's AI platform and its applications in the public sector.

What We Are Looking For

• 8+ years of direct public sector sales experience in the US, with a proven track record of closing $5M+ annual quotas.
• Deep knowledge of federal, SLED, and civilian agency procurement cycles and decision-making processes.
• Established network in the D.C. metro area, including federal agencies, prime contractors, and industry associations, such as AFCEA and ACT-IAC.
• Experience selling SaaS, AI/ML, or enterprise software solutions to government agencies.
• Strong understanding of AI and its applications in the public sector, including digital transformation, cybersecurity, and citizen engagement.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with government decision-makers and industry partners.
• Ability to work in a fast-paced, dynamic environment, with a strong focus on sales growth and revenue expansion.
• Strong business development and account management skills, with the ability to identify and pursue new business opportunities.

Nice to Have

• Experience working with AI-powered solutions, including machine learning and natural language processing.
• Knowledge of cloud computing platforms, including AWS, Azure, and Google Cloud.
• Familiarity with agile development methodologies and DevOps practices.
• Experience working with cross-functional teams, including sales, marketing, and customer success.
• Strong data analysis and problem-solving skills, with the ability to interpret complex data and develop actionable insights.

Benefits and Perks

• Competitive salary and bonus structure, with a focus on sales performance and revenue growth.
• Comprehensive benefits package, including medical, dental, and vision coverage, as well as 401(k) matching and paid time off.
• Opportunity to work with a cutting-edge AI platform and drive its adoption in the public sector.
• Collaborative and dynamic work environment, with a focus on innovation and customer satisfaction.
• Professional development opportunities, including training and education programs, to help you advance your career.
• Flexible work arrangements, including remote work options, to support your work-life balance.
• Access to a network of experienced professionals in the public sector and AI industries.
• Recognition and reward programs, including sales awards and bonuses, to recognize your achievements and contributions.

• Develop a strong understanding of the public sector's AI adoption landscape, including the challenges and opportunities facing government agencies.
• Build a network of contacts in the D.C. metro area, including federal agencies, prime contractors, and industry associations, to stay informed about new opportunities and trends.
• Create a portfolio that showcases your experience and skills in public sector sales, including case studies and testimonials from previous clients.
• Prepare to address common pain points in the public sector, such as digital transformation, cybersecurity, and citizen engagement, and be ready to provide tailored solutions using Cohere's AI platform.
• Research Cohere's competitors and be prepared to discuss how the company's AI solutions differentiate from others in the market.
• Practice your communication and interpersonal skills, as building strong relationships with government decision-makers and industry partners is critical to success in this role.
• Stay up-to-date with the latest developments in AI and its applications in the public sector, including new technologies and emerging trends.