Sales · Hybrid (SF Bay Area · Concord, CA)
Account Executive
Full-time · Competitive Base + Commission & Meaningful Equity
Shovels is building the Google for local government data: collecting, cleaning, and making useful all of the public government data that is hard to access. It's a huge mission with a massive upside, and we already know that this data, sold well, is very valuable.
As an Account Executive, you sell Shovels to very sophisticated buyers at very large enterprises. Our current customers are among the most valuable and recognizable companies in the world. We're now building an elite team to take this revenue operation to the next level.
You'll get ample training and direct access to company leadership, but we expect you to self-direct, find your way, and be a thought partner with us. We're a small team and everyone wears multiple hats: you'll need to figure it out and not be shy about asking for help. This is the Shovels way.
We set the highest bar to get a full-time offer at Shovels. We expect you to make the rest of us better too, and to lead this company to new heights.
What you'll do
- Own the full sales cycle, from lead sourcing to closing new business, with a focus on long-term, six- to seven-figure enterprise opportunities.
- Drive outbound and nurture inbound opportunities to meet and exceed revenue targets.
- Help architect and improve our sales processes, handbooks, and strategies.
- Work with the technical team to run onboarding and implementation calls with new customers.
- Proactively identify upsell and expansion opportunities inside existing accounts.
- Be creative, and don't be afraid to make mistakes and correct them.
- Collaborate across product, engineering, and operations to support customer needs and close the internal feedback loop.
- Keep records and forecasting accurate in our CRM and internal systems.
Who you are
This isn't a first AE seat. It's the right seat for an experienced AE ready to trade up to bigger deals and bigger logos.
- 3–5+ years in a quota-carrying sales role, preferably in complex SaaS, data products, or B2B software.
- You prospect, manage a pipeline, and close deals independently, and you can point to where you've done it.
- Some exposure to customer support or account management.
- You hand off accounts cleanly to Customer Success and get back to securing new logos.
- Very strong written and verbal communication.
- Startup or high-growth experience: you understand the pace, intensity, and autonomy this takes.
- Based in the San Francisco Bay Area and able to commute to our Concord, CA office twice a week, and authorized to work in the U.S.
- Highly organized, self-directed, and able to manage competing priorities.
- Effective cross-functionally.
- Strong analytical skills, and you turn customer feedback into something the team can act on.
Bonus points
- Experience in telecom, home services, real estate, insurance, or construction tech.
- Familiarity with HubSpot, Slack, Notion, and sales tools like Lemlist and Clay.
What we value
We value creative, adaptable sellers who can sell consultatively across verticals: listening to customers, understanding nuanced use cases, and prescribing the Shovels solution that actually fits. We run on ownership, a bias for action, startup hustle, and delivering impact from day one.
How we work
Written-first, and not as ideology: engineering is in Europe, business is on the US West Coast, so anything that matters has to survive a 24-hour round trip in writing. Meetings are for decisions, not updates. We treat how we operate as a product, deliberately light and always provisional: we add a ritual only when a gap actually hurts, and change it the moment reality disagrees.
Everyone here commands a team of AI agents, sales included. We built our own harness and use it every day, and more than half the people shipping to it aren't engineers. Radical transparency runs deep: you'll see the financials, join strategic planning, and have a real voice in where the company goes. This is a hybrid role: you'll be based in the SF Bay Area and in our Concord, CA office two days a week, async-friendly the rest of the time, with meaningful equity, and twice a year we bring everyone together in person to connect, strategize, and celebrate.
Need an ADA accommodation, have a question or hit a tech barrier? Reach out directly to hiring@shovels.ai.