Senior Account Executive

Full-Time  |  Remote (U.S., preference for Utah or Colorado)  |  Reports to Regional Sales Director

The Opportunity

• Polimorphic is building the operating system for how the government serves its people. Deployed across 100+ government agencies nationwide, our AI native platform is transforming how counties, cities, and state organizations deliver services to millions of residents. Polimorphic is backed by top investors including General Catalyst, M13, Shine, and Pear. Customer service in government is a top-three problem in the world, and we are positioned at the center of solving it.
• This is not another SaaS sale. When you close a deal here, you are genuinely changing lives: a family who can navigate benefits in minutes instead of days, a veteran who finally gets connected to the right services, a small business owner who can pull a permit without taking a day off work. The impact is real, measurable, and immediate.
• We are looking for a Senior Account Executive who wants to build something extraordinary at a venture-backed company in hypergrowth. You will own a territory, build pipeline from scratch, close meaningful deals, and have a direct hand in shaping how we go to market. This is ground-floor work with real upside.

What This Role Is

This is not a quota-carrying seat where you run someone else's playbook and wait for inbound leads. You are the tip of the spear in your territory. You will prospect, build relationships, construct compelling business cases, navigate complex buying processes, and close deals. You are selling a category of solution that your buyers have never seen before. And you are running 3 to 9 month cycles where the reps who win are the ones who keep their pipeline clean, their follow-ups on time, and their champions pressure-tested between calls.

In practice, this means:

• You bring energy, urgency, and creative thinking to every deal, AND you bring the discipline to manage 30+ active opportunities without letting deals slip. Process is not the opposite of urgency. Process is what makes urgency repeatable.

• You think from first principles. Government procurement has myths and assumptions baked in. You question what is real, challenge what is slow, and find faster paths to "yes."

• You sell the platform, not a chatbot, not a voice tool, not a point solution. Your first conversation establishes that anchor and your discovery deepens it.

• You are as comfortable building a quantitative business case for a city manager as you are building rapport with a frontline department head. Great government selling means BOTH the financial case (for the staff who track budgets) AND the narrative the council can take upstream to constituents.

• You do not treat objections as dead ends. You treat them as information. You dig in, reframe, and find the angle that moves the deal forward.

• You pressure-test your champions. A friendly contact is not a champion until you have brought them the price and watched what happens. If you cannot co-create pricing with your buyer, you do not have a champion, and your forecast reflects that.

• You operate with the intensity of someone building their own business. End-of-quarter urgency is not a performance. It is how you work every day.

• You are coachable. You take feedback like it is a gift, even when it lands hard, and you change behavior in response.

What You'll Do

Own Your Territory

• 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.

Run a Tight Process

This is the part of the role most candidates underweight in their answers, and it is the part that separates the reps who survive long cycles from the ones who don't.

• 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.

Build Business Cases, Not Just Relationships

• 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.

Feed the Machine

• 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.

Sell What Hasn't Been Sold Before

• 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

Required

• 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.

• Ability to travel throughout your region as needed (likely 20 to 30%) without letting your pipeline slip while you are on the road.

• An entrepreneurial, creative, "can do" spirit. You are energized by building, not maintaining.

Strongly Preferred

• Experience at a venture-backed, high-growth startup (Series A through C). You know what it feels like to sell in a resource-constrained, fast-moving environment where you have to build the plane while flying it.

• Experience selling platform or multi-product solutions, including land-and-expand and upsell motions.

• Working fluency with a structured methodology you can actually articulate (MEDDPICC, MEDDIC, Challenger, etc.), not just name on a resume. We will ask you how you pressure-test a champion. We will ask you how you decide a deal is real.

• Private sector sales background with the hunger and intensity of someone who has carried a bag and built a book of business. Government sales experience is a bonus, not a requirement. We value the mindset significantly more than the Rolodex.

• Comfort operating across industries and pivoting into new verticals. You learn fast and adapt your approach based on what the market tells you.

• A genuine orientation toward impact. You are motivated by the idea that this work changes real lives, not just hits a number.

Who Thrives Here

• You are a workhorse who leads from the front. You do not wait to be asked. You see the gap and fill it, whether that is rewriting a proposal at midnight, jumping on a call with a skeptical county administrator, or driving three hours to get face-time with a decision-maker because that is what the deal needs. You bring the same grit to closing a $50K pilot as you do to architecting a $500K enterprise deal.
• You also know that raw charisma without discipline does not last in a 9-month cycle. The reps who win here keep their CRM current, send their follow-ups inside 48 hours, multi-thread every deal, and pressure-test their champions before forecasting them. They treat process as a force multiplier, not a tax. If your honest answer to "how do you manage 30+ deals without letting any slip" is "I figure it out as I go," this is not the seat for you.
• You are collaborative but not passive. You share what is working, learn from what is not, and push the team to get better every week. Healthy competitiveness is great. Building a winning playbook together is better.
• You are drawn to this role because you want to build something that matters. Government customer service is broken. Every day, millions of people struggle to access basic services because the systems designed to help them are outdated, confusing, and slow. Polimorphic is fixing that, and this role puts you on the front lines of how fast and how far we go.

Benefits

• Competitive salary, commission structure, and equity in the company.

• Comprehensive health, dental, and vision insurance.

• 401(k) plan.

• Unlimited vacation policy and standard holidays off.

• Professional development opportunities and a clear path to grow into leadership.

• A remote-first work environment built around execution, not hours logged.

How to Apply

Interested candidates should apply online at https://www.polimorphic.com/careers.

Polimorphic is an equal opportunity employer. We encourage candidates from all backgrounds to apply.