Account Executive, State

OUR MISSION Rebuild how the world works, to make institutions work better for the people they serve. ABOUT BRAIN CO. Brain Co. builds AI-native operating systems for large, regulated institutions. Each system is built for a specific industry, powered by agents that push real workflows forward. Underneath it all is Atlas, our proprietary platform that keeps customers in control, secure by design, and never locked into one model. WHY NOW Brain Co. is entering its next phase of production deployments on a national scale with an elite team built from Palantir, Google, Meta, and Nvidia, and a growing footprint across government, insurance, health, and financial services. Joining now means shaping both the company and a new category of applied AI. Every project here ships to production and is expected to create measurable customer value and impact. You'll work alongside exceptional peers on some of the hardest problems in applied AI. It’s the kind of work you'll still be proud of in ten years from now. About the Role Brain Co. builds AI systems that help institutions carry out complex work. Our government offering, GovOS, connects agency workflows across existing software, documents and data so staff can spend more time serving the public. Our government business is expanding from early deployments into larger state engagements. We are looking for a senior commercial leader who can turn agency priorities into funded work, build lasting client relationships and help make successful solutions repeatable across states. You will own new business and account growth across a defined portfolio of U.S. states. This is a senior individual contributor role with a personal revenue target and responsibility for the full sales cycle. You will work directly with agency executives to identify consequential problems, develop the business case and secure agreements that our product and deployment teams can deliver. You will work closely with SLED leadership, engineering and deployment teams to turn initial engagements into broader relationships and expanded scopes of service. What You Will Do - Create demand. Open doors and build pipeline through targeted outreach, executive relationships, industry networks, conferences and collaboration with our partnership leads. Help shape our pitch and narrative, choose the right accounts and turn substantive conversations into qualified opportunities. - Build trusted relationships. Earn the trust of agency heads, deputy secretaries, CIOs, budget owners and program leaders. Understand operational priorities and build support across the people who fund, approve and use a solution. - Discover and build the value case. Turn ambiguous needs into a clear opportunity. Understand the workflow, quantify potential benefits, identify an executive sponsor and establish a credible funding and purchasing path. - Shape the engagement. Partner with product, engineering and deployment to define scope, pricing and success measures. Align commitments with delivery capacity and the potential to reuse capabilities across customers. - Lead the deal through close. Own proposals, buyer coordination and negotiations. Coordinate technical, legal and commercial input, address security and integration requirements early, and navigate state budget cycles and procurement routes, including solicitations, reseller and cooperative contracts, and other authorized purchasing mechanisms. - Grow the account. Stay engaged after signature as the commercial relationship owner. Partner with deployment leaders to connect demonstrated results to references, renewals and expansion into additional agency workflows. - Build a repeatable sales motion. Keep account plans, forecasts and next steps accurate. Share customer needs and buying signals, strengthen our positioning and improve how we pursue and win future engagements. Who You Are - 10+ years of relevant experience. You bring 10+ years of relevant experience in the public sector, ideally at the state level of government, enterprise technology sales, public-sector consulting or transformation, with substantial work involving U.S. state agencies and direct accountability for winning and growing business. - Complex seven-figure closes. You’ve personally originated, shaped and closed custom technology deployments or tailored technology engagements. You can explain your role in building the value case, securing budget, aligning decision-makers, negotiating scope and contracts, aligning delivery commitments and turning an initial engagement into a larger relationship. - State-government experience and domain depth. You understand agency priorities, institutional constraints and how states buy technology and services, including funding cycles, solicitations, contract vehicles, legal review and security approvals. You can distinguish a promising conversation from a qualified opportunity. - Executive credibility. You serve as a trusted adviser to senior government leaders, lead difficult conversations with sound judgment and remain credible with both political appointees and career officials. - Analytical and commercial judgment. You can move from an open-ended agency challenge to a practical solution, a quantified business case and a concise recommendation that executives can act on. - AI and technology fluency. You can discuss AI capabilities, data, integrations and implementation tradeoffs with executives and engineers. You ask precise questions and make commitments grounded in what the team can deliver. - Execution and ownership. You create your own pipeline, produce strong proposals and presentations, and keep complex pursuits moving. You lead across teams without formal authority and operate effectively while the product and sales approach are evolving. - Commitment to public service. You work effectively across administrations and understand the importance of earning trust through results, professional judgment and responsible use of technology. Bonus Points - Experience in state administration, procurement, transportation, environmental permitting, budgeting or legal and regulatory workflows. - Experience bringing a new AI or software offering to market, or selling through resellers, systems integrators and public-sector contract vehicles. What Success Looks Like You meet your bookings and account-growth goals with well-qualified opportunities and reliable forecasts. Initial engagements lead to production use, strong references and expansion. The work you win helps Brain Co. serve additional agencies with reusable capabilities and less custom development, while maintaining credible customer commitments. Location and Travel San Francisco, New York, or Remote. Regular travel to customer sites is expected (30-50%).