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About the Role
As an Account Executive at Cohere, you will own the full sales cycle for State, Local, and Higher Education (SLED) customers in the Western United States. This role focuses on business development within government departments and agencies, and higher education institutions. You will act as a trusted advisor, develop tailored value propositions, and collaborate with internal teams to drive growth and influence the product roadmap. This is a highly self-directed role in a rapidly evolving environment.
Responsibilities
- Drive net-new customer acquisition through targeted outbound activity, senior leader engagement, and relationship building across SLED organizations.
- Develop and execute a sales plan and prioritization for the SLED market in your territory, identifying pathways and partners to scale growth regionally.
- Act as a trusted advisor and thought partner to SLED customers and prospects by understanding their goals and shaping AI solutions that deliver measurable value.
- Work closely with channel and local partners, particularly Distributors and VARs as well as major system integrators to scale outreach, accelerate adoption, and maximize customer success.
- Leverage senior-level relationships with executives and government decision-makers to drive strategic opportunities and long-term partnerships.
- Collaborate with Product and Engineering teams on strategic efforts to deliver enterprise and public-sector solutions.
- Partner with SDRs and Marketing to drive top-of-funnel activity and overall territory growth.
- Own the full sales cycle; including discovery, technical and business validation, proof-of-concept, procurement, and deal close within a team-selling environment.
Requirements
- 5+ years of direct public sector sales experience in the SLED Market, with a proven track record of closing $2M+ annual quotas.
- Deep knowledge of SLED procurement cycles and decision-making processes, including working with resellers, VARs, and distributors.
- Established regional network, including state and local departments and agencies, prime contractors, and industry associations.
- Experience selling SaaS, AI/ML, or enterprise software solutions to government clients.
- High tolerance for ambiguity; capable of being both a strategist and a hands-on operator.
- Strong organizational skills, with the ability to manage multiple internal and external stakeholders across fast-moving deals.
- Creativity and strong technical acumen to structure unique, mutually beneficial partnerships.
- Excellent communication skills, with the ability to listen deeply, understand senior decision-makers' needs, and present confidently to both technical and non-technical audiences.
- Willingness to travel (25-35%).
Skills
- SaaS
- AI/ML
- Enterprise Software Sales
- Public Sector Sales
- Sales Planning
- Relationship Building
- Communication
- Organizational Skills
- Technical Acumen
Location
- United States
- California
- Texas
- Washington
- Arizona
- Colorado
Work Type
- Remote-friendly
- Full-Time
Experience Level
- 5+ years of direct public sector sales experience
Salary/Compensations
- $230,000 – $430,000 [USD] (On-Target Earnings)
Benefits
- Weekly lunch stipend of $75/£75 or equivalent
- Full health and dental benefits, including a separate budget for mental health
- RRSP matching, 401K, Pension Scheme
- 100% Parental Leave top-up for up to 6 months, for either parent
- Annual enrichment benefits (Arts & culture, fitness/wellness, quality time, workspace improvement)
- Education & learning stipend for conferences, courses, and coaching
- 6 weeks of paid vacation (30 working days)
- Budget for traveling to other offices if remote
- Annual company offsite
- Co-working benefit for those not near an office
- $500 home office stipend
About the Company
- Cohere is the leading security-first enterprise AI company, building cutting-edge foundation AI models and end-to-end products to solve real-world business problems.
- We train and deploy frontier models for enterprises building AI systems, aiming to drive widespread AI adoption.
- We are a team of researchers, engineers, designers, and more, passionate about our craft and committed to increasing model capabilities and customer value.
- Cohere is a global technology company co-headquartered in Toronto and San Francisco, with key offices in London, New York City, Montreal, Seoul, Germany, and Paris.
Equal Opportunity
- We strive to create an inclusive work environment for all; we welcome applicants from all backgrounds and are committed to providing equal opportunities.
- Should you require any accommodations during the recruitment process, please submit an Accommodations Request Form, and we will work together to meet your needs.
- We may use AI-enabled tools to screen and assess applicants against the criteria for this position. This helps our recruiters identify potentially qualified candidates, but it doesn't limit the applications our recruiters may review or consider.