About this role
Cohere builds foundation AI models and end-to-end products designed to solve real-world business problems for enterprises. State, Local and Higher Education (SLED) customers in the Western region of the United States are the primary focus for this Senior Account Executive position. Managing the full sales cycle from initial lead identification to final deal closure makes up the core of daily operations. Building territory strategy and working closely with channel partners, distributors, and major system integrators will drive regional adoption.
Communicating technical value propositions clearly to government decision-makers and senior leaders shapes the ongoing growth of the business. Collaborating across internal teams including Customer Success, Sales Development, Marketing, and Sales Engineering ensures customer needs inform product roadmaps. Candidates who thrive in quickly evolving environments while managing complex public sector procurement cycles will find this position well-suited to their background.
What you will do
- 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.
What you need
- Possess 5+ years of direct public sector sales experience in the SLED Market, with a proven track record of closing $2M+ annual quotas.
- Demonstrate deep knowledge of SLED procurement cycles and decision-making processes, including how to work with resellers, VARs, and distributors.
- Bring an established regional network including state and local departments and agencies, prime contractors, and industry associations.
- Show prior experience selling SaaS, AI/ML, or enterprise software solutions to government clients.
- Maintain a high tolerance for ambiguity as both a strategist and a hands-on operator capable of building a market from the ground up.
- Exhibit strong organizational skills to manage multiple internal and external stakeholders across fast-moving deals.
- Apply creativity and strong technical acumen to structure unique, mutually beneficial partnerships.
- Communicate effectively to listen deeply, understand senior decision-maker priorities, and present to technical and non-technical audiences.
Benefits
- A weekly lunch stipend of $75/£75 or equivalent in your local currency for lunch
- Full health and dental benefits, including a separate budget for mental health
- RRSP matching, 401K, and Pension Scheme
- 100% Parental Leave top-up for up to 6 months, for either parent
- Annual enrichment benefits including arts & culture, fitness/wellness, quality time, workspace improvement credit, and education & learning stipend
- 6 weeks of paid vacation
Skills and tech stack
Questions candidates ask
What is the remote work policy for this role?
Cohere is remote-friendly, but preference is given to candidates within California, Texas, Washington, Arizona, and Colorado with willingness to travel 25-35%. Everyone receives a $500 home office stipend and access to a co-working benefit if not near an office.
What is the compensation range for this position?
The salary range listed for this role reflects the expected base compensation of $230K – $430K. Actual compensation offered will be determined by factors such as location, level, job-related knowledge, skills, education, and experience.
What kind of team support and perks are available?
Full-time employees enjoy a weekly lunch stipend, full health and dental benefits with a mental health budget, retirement plans, and 6 weeks of paid vacation. Additionally, employees receive parental leave top-ups and annual enrichment benefits for learning and wellness.
How does the hiring process work?
Cohere may use AI-enabled tools to screen and assess applicants against the criteria for this position. Accommodations are available during the recruitment process by submitting an Accommodations Request Form.