Account Executive, Enterprise (Public Sector - State & Local)
ROLE OVERVIEW
As an Enterprise Account Executive on Harvey's State & Local team, you will own a multi-state territory of state Attorneys General offices, state agencies, judiciaries, and large county and municipal legal departments. These are substantial legal organizations — a single state AG office can run to hundreds of attorneys — and almost none of them are using AI today. Compared with federal, the territory is broader and higher-velocity: more accounts, more procurement variation across jurisdictions, and paths to direct purchase that can move faster than the federal cycle. You will run the full cycle and help define how Harvey sells to government at the state level.
WHAT YOU'LL DO
- Own a named multi-state territory of AG offices, state agencies, judiciaries, and large local government legal departments, running the full cycle from prospecting through contracting and expansion.
- Achieve and exceed revenue targets while managing a higher account volume than a federal book.
- Map the procurement path per jurisdiction — competitive solicitation, state tender panels, cooperative purchasing vehicles, or direct purchase under a legal services or professional services exemption.
- Multi-thread across Attorneys General and deputies, general counsel, division heads, state CIO and CISO organizations, and procurement officers.
- Work against state fiscal calendars and legislative budget cycles, which vary by jurisdiction.
- Build reference strength deliberately — state government buys heavily on peer proof, so early wins must be turned into referenceable stories.
- Document learnings into a repeatable state and local playbook.
WHAT YOU HAVE
- 5+ years selling complex enterprise software, with a meaningful portion of that time carrying a state, local, or education quota.
- Closed SLED deals yourself, and can speak specifically to how you got them through procurement.
- Comfort operating across multiple jurisdictions with genuinely different procurement rules, rather than treating SLED as one market.
- Ability to manage a broader book with more concurrent cycles and a lower average deal size than federal.
- Strong detail discipline around solicitations, deadlines, and security documentation.
- Genuinely excited to prospect, and capable of independently running a cycle end to end.
- Strong consultative, value-based selling instincts, and the ability to explain technical concepts to non-technical audiences.
- Demonstrated interest in AI and in helping government lawyers do their work better.
COMPENSATION
$400,000 USD
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