Account Executive, SLED - Northeast

Account Executive, SLED - Northeast

Team: Go-to-Market

Location: Northeast preferred, ideally Virginia, New York/New Jersey, Pennsylvania

Travel: One 2–3-day trip per month (includes conferences and 2x per year all staff onsite meetings)

Structure: Quota-carrying, team selling model

About Madison AI

Madison AI is the institutional intelligence layer for local government. We build purpose-built AI for cities, counties, and special districts — procurement, public records, planning and zoning, and administration — grounded in each agency's own data rather than generic frontier model output. We're SOC 2 certified, Azure-based, and deployed in production with agencies across the country. We're in active growth mode, translating strong early traction into national expansion.

The Role

We are excited to hire a Sales Executive to help us build pipeline, close new business, and scale a repeatable, high-trust sales motion with public sector agencies. This is a quota-carrying role in a team selling model. You will lead opportunities end-to-end and coordinate with Marketing, Product, and Delivery to hit your individual quota.

This role is the front line of Madison AI's expansion on the East Coast and support national coverage as opportunities arise. First-year up-sells within accounts closed are commissioned; after year one, account ownership transitions to the account management function for renewal and long-term expansion.

What You'll Own

• Full-cycle sales from marketing-qualified lead through signed contract, with disciplined pipeline hygiene, forecasting, and next-step control.
• Tailored discovery, product demos, and use cases that map to outcomes and procurement realities.
• Lead generation in the field - representing Madison AI at conferences, association events, and partner channels.
• Execution of outbound campaigns and sequences built by Marketing, including follow-up, cadence management, and response handling.
• Clean handoff to the Delivery team post-contract, with documentation and context sufficient for a smooth implementation.
• Collaboration with Marketing on MQL-to-SQL conversion, campaign feedback, and messaging.
• Field insights that influence pricing, packaging, and product roadmap.
• Other duties in support of the sales team, which may include enablement content, meeting coverage, RFP responses, CRM data cleanup, and event support.

What Success Looks Like

• 6–7 new logos closed per quarter.
• Healthy pipeline coverage against quota, with accurate and on-time forecasting.
• Clean Delivery handoffs with minimal rework and strong post-close customer momentum.
• Consistent field presence at target conferences and association events in assigned territory.

What You Bring

• 5+ years of full-cycle B2G sales experience, with at least 2 years selling into the public sector.
• Track record of consistently hitting or exceeding quota, with a history of carrying $1M+ in new ARR.
• Working fluency in public sector procurement — RFPs, cooperative contracts, sole source justification, and purchasing thresholds.
• Comfort selling technical products to non-technical buyers, including city managers, CIOs, department heads, and procurement officers.
• Strong discovery and qualification discipline.
• Willingness to travel for conferences, customer meetings, and field events.
• Clear, direct written and verbal communication.

Nice to Have

• Direct experience selling AI, SaaS infrastructure, or mission-critical software into local government.
• Existing relationships with city and county decision-makers, especially in FL, IL, NC, or OH.
• Familiarity with GovTech systems of record (ERP, permitting, procurement platforms).

Compensation & Benefits

• Competitive base salary with uncapped variable tied to quota attainment and new logo count.
• First-year up-sells within your closed accounts are commissioned.
• Equity participation.
• Full health, 401(k); flexible PTO.