Enterprise Account Executive

Shovels is building the Google for local government data: collecting, cleaning, and making useful all of the public government data that is not publicly available. This is a huge mission with a massive upside, and we already know that this data, when properly sold, is very valuable. As an Enterprise Account Executive, you get to 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 are now building an elite team to take this revenue operation to the next level.

You’ll receive ample training and have direct access to company leadership, but we expect you to have the ability to self-direct and find your way and be a thought partner with us. We’re a small team and we’re all wearing 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 job offer at Shovels.

Likewise, we expect you to make the rest of us better too, and lead this company to new heights.

Responsibilities

• Own the full sales cycle, from lead sourcing to closing new business, with a focus on long term, six- to seven-figure enterprise sales opportunities Drive outbound and nurture inbound opportunities to meet and exceed revenue targets
• Help architect and improve existing sales processes, handbooks, and strategies
• Collaborate with technical team to conduct onboarding and implementation calls with new customers
• Proactively identify upsell and expansion opportunities within existing accounts
• Be creative and don’t be afraid to make mistakes and correct them
• Collaborate cross-functionally with product, engineering, and operations to support customer needs and internal feedback loops
• Maintain accurate records and forecasting through CRM and internal systems

Requirements

• 2+ years of experience in a quota-carrying sales role, preferably in complex SaaS, data products, or B2B software
• Proven ability to prospect, manage a pipeline, and close deals independently
• Demonstrated exposure to and experience in customer support or account management
• Very strong written and verbal communication skills
• Experience in startups or high-growth environments; understand the pace, intensity, and autonomy required
• Located in California and authorized to work in the U.S.Highly organized, self-directed, and capable of managing priorities
• Effective in cross-functional settings
• Strong analytical skills and ability to translate customer feedback into actionable insights
• Bonus

Qualifications

• Experience in telecom, home services, real estate, insurance or construction tech space
• Familiarity with HubSpot, Slack, Notion, and Claude