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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. You will focus on business development within government departments and agencies, uncovering customer needs, and developing tailored value propositions around Cohere's AI platform. This role is highly self-directed and requires collaboration with internal teams to drive growth and influence the product roadmap.

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, how to work 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, you are both a strategist and a hands-on operator capable of building a market from the ground up.
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, you listen deeply, understand what matters to senior decision-makers, and confidently present to both technical and non-technical audiences.
Preference given to candidates within California, Texas, Washington, Arizona and Colorado with willingness to travel (25-35%).

Skills

SaaS
AI/ML
Enterprise software solutions
Sales
Business development
Communication
Organization
Strategy
Technical acumen

Location

Western United States
California
Texas
Washington
Arizona
Colorado
Remote

Work Type

Full-time
Remote-friendly

Experience Level

5+ years of direct public sector sales experience

Salary/Compensations

The salary range listed for this role reflects the expected base compensation. Actual compensation offered will be determined by factors such as location, level, job-related knowledge, skills, education, and experience.

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.
We build cutting-edge foundation AI models and end-to-end products designed to solve real-world business problems.
We are training and deploying frontier models for enterprises building AI systems.
We believe our work is instrumental to the widespread adoption of AI.
We are a team of researchers, engineers, designers, and more, who are all passionate about their craft.
Cohere is a global technology company headquartered in Toronto with key offices in London, New York City, San Francisco, Montreal, Paris, Berlin and Seoul.

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.
Beware of Scams: Cohere will never ask for payment or third-party services (e.g., CV writing) as part of our hiring process.
All legitimate roles are listed on the Cohere careers page and LinkedIn only, with all communications from Cohere employees coming from an @cohere.com or @cw.cohere email alias.
If jobs are viewed on other sites then please verify these through our official careers page.