Senior Account Executive (Remote)

ABOUT the company

The best infrastructure is invisible. You only notice it when it fails. For decades, the people responsible for our roads, bridges and sidewalks have been asked to manage the physical world with tools that can't see it.

The company is the Physical AI company changing that. We build purpose-built sensors, computer vision and AI that turn every drive into current data: what exists, where it is and what condition it's in. 500+ cities and towns use our Infrastructure Intelligence Platform to direct the work and fix problems before they fail. 1 in 30 Americans drive on roads managed with the company data.

The proof isn't a dashboard. It's a smoother commute, a safer walk to school and public dollars going where they matter most. We're a fast-moving team in Boston building hardware, software and AI for the real world. If you believe technology's highest calling is public good, come build with us.

THE ROLE

We're looking for a hungry, smart, and relentless full-cycle seller to build and close high-value deals with cities, counties, and engineering firms. You'll own every stage of the sales motion from prospecting to close, engaging directly with executives and multi-stakeholder buying teams. You'll partner closely with Product, Marketing, and Customer Success to turn wins into long-term relationships, with a front-row seat as the company scales from about $5M ARR to a $50M+ category leader. This role is remote, based in Austin, Dallas, or Chicago.

WHAT YOU'LL DO

• Build and manage a seven-figure pipeline across city, county, and enterprise accounts.

• Run disciplined discovery using MEDDICC to qualify, quantify, and close.

• Navigate multi-stakeholder procurement and RFPs with precision.

• Consistently close $2M+ in new ARR with ACVs from $150K to $1M+.

• Forecast accurately, keep the CRM spotless, and coach junior reps to raise the bar.

WHAT YOU BRING

• 3-5 years of full-cycle B2B sales experience, ideally in enterprise SaaS or public sector

• A proven track record of closing complex six-figure or larger deals

• Strong communication with both technical and executive-level audiences

• Competitive, curious, and highly coachable; you thrive on whiteboards and on the road

NICE TO HAVE

• Experience selling to government agencies or civil engineering firms

• Experience in early-stage, high-growth startup environments

• Familiarity with procurement cycles, RFP processes, and MEDDICC

WHY the company

Hard tech. Real streets. Your name on it.

• Hard problems in the real world. You build end-to-end: our own hardware, software and AI, with work that shows up on the street in the real world.

• Ownership that compounds. You own outcomes, not tasks. You work directly with customers and across our team, and you'll own more, sooner, than almost anywhere else.

• Intense, with heart. We're building a category, so it's not a place to coast. We also take care of each other, have genuine fun together, and believe in what we are doing.

WHAT WE ASK

• Cross lanes. "Not my job" doesn't exist here.

• Own without a playbook. The plan is still being written, often by you.

• Try, miss, try again. We make big bets. Some won't land, and we learn fast.

• Show up when it counts. This role is remote, and you'll be in front of customers and with the team in Somerville for the moments that matter like onboarding, kick-offs, and milestones.

We're a startup building a category. If that sounds like the draw, not the risk, we'd love to talk.

BENEFITS

• Equity. You'll own a piece of what you're building.

• Health, dental, and vision. The company covers most of the premium for you and your family.

• 401k with a real match, vested day one. Your money is yours from the start.

• Generous PTO & Paid Parental leave. Doing hard work well includes stepping away from it.

• Learning stipend. Spend it on whatever makes you sharper.

• Team events. Time together in Boston with a team you’ll love working with.

OUR VALUES

• Real: Authentic and transparent. Focused on solving real problems with simple, effective solutions.

• All Out: Bold, driven, and committed to delivering results that matter.

• Accelerating: Always learning, growing, and moving with intention.

• Reliable: We follow through and deliver at a consistently high bar.

• Empowering: We lift each other up and help governments build infrastructure they can be proud of.

SEE OUR WORK

• How Atlanta cut downtown potholes by 60% [link for members]

• How Buffalo turned a campaign promise into a paving plan [link for members]

• How to rebuild US infrastructure smarter [link for members]

We build for every community, so we hire from all of them. The best people for this work come from different backgrounds, paths, and places, and many of them don't check every box. If this role excites you, apply anyway. If you need an adjustment to our interview process, tell us and we'll make it work.