Senior Account Executive II - SLED

About Incode

Incode is a Series B unicorn ($2.1 B valuation) rewriting how the world proves identity. Our AI-powered platform lets leading banks, fintechs, marketplaces, and governments deliver friction-free experiences while defeating fraud and safeguarding privacy. Customers such as Citi, AirBnB, Block, Chime, Sixt, and TikTok rely on Incode to power their identity verification and security. Recently named a leader in the Gartner® Magic Quadrant™ for Identity Verification, we’re scaling fast—and we need a product-marketing leader who can turn breakthrough technology into a category-defining narrative.

The Impact You’ll Make

As an SLED Account Executive at Incode, you’ll help state government agencies reduce cyber fraud and enhance identity verification experiences. Be ready to develop deeper relationships with our existing customers and to attract new opportunities. You’re in for a lot of fun! The Public Sector State Account Executive requires prospecting, customer development, and a track record of closing new business in the region. We're on the lookout for a team player with a deep drive to sell the products they work on and will be taking ownership of the entire sales pipeline and processes.  The ideal candidate will have experience working with state government agencies but also understand the hands-on culture of a start-up sales organization. Ideally, your product sales experience focuses on complex, high-end technical solutions. Experience selling biometrics or AI solutions, nurturing leads and engaging teams (product, tech, business and compliance) are great to have.  

What You’ll Own & Drive

• End-to-End Sales Ownership – Own the full sales cycle across your assigned SLED territory, from targeted account identification and prospecting through negotiation, close, and post-sale expansion.
• Trusted Advisor Relationships – Build, manage, and grow long-term relationships with senior stakeholders, acting as a strategic partner who deeply understands customer challenges, priorities, and success metrics.
• Pipeline & Forecast Excellence – Build and maintain a strong, predictable pipeline while accurately forecasting monthly, quarterly, and annual revenue targets.
• Strategic Prospecting & Account Development – Proactively prospect, develop, and expand enterprise accounts, creating trusted partnerships that maximize revenue and customer satisfaction.
• Compelling Enterprise Sales Execution – Lead high-impact sales pitches, executive presentations, and product demonstrations to audiences ranging from C-level executives to individual contributors.
• Complex Deal Navigation – Coordinate closely with cross-functional teams (Sales Development, Legal, Engineering, Finance, Marketing, and Product) to efficiently manage and close complex, multi-stakeholder sales cycles.
• RFX & Public-Sector Expertise – Own and manage RFX and similar solicitation responses, ensuring high-quality, compliant submissions aligned with territory-specific requirements.
• Market & Competitive Intelligence – Apply deep understanding of industry trends, competitive landscape, and market dynamics to inform strategic sales decisions and positioning.
• CRM & Data Discipline – Maintain accurate Salesforce data daily, including meeting notes, pipeline updates, and funnel management to ensure visibility and operational rigor.
• Post-Sale Customer Success Support – Partner with internal teams to provide professional after-sales support, ensuring strong adoption, satisfaction, and long-term account growth.
• Industry & Customer Insight Leadership – Stay deeply informed on your customers’ industries and business environments to anticipate future challenges and proactively identify new value opportunities.
• Technical & Product Expertise – Develop strong fluency in technical software and SaaS products, becoming a subject matter expert and representing Incode with credibility in your target sector.
• Field Presence & Travel – Travel frequently (50%+) to customer sites, industry events, and conferences to strengthen relationships and drive pipeline growth.

The Qualities That Set You Apart

• Enterprise Deal Closer – You thrive in complex, high-stakes sales cycles and know how to move large deals forward with confidence and structure.
• Executive-Level Communicator – You build trust with senior leaders through clear, credible, and value-driven conversations.
• Strategic & Data-Driven Seller – You combine market insight, forecasting discipline, and CRM rigor to drive consistent performance.
• Cross-Functional Operator – You collaborate seamlessly across internal teams to deliver a best-in-class buying experience.
• Technically Curious & SaaS-Fluent – You’re comfortable with technical products and enjoy translating complexity into business value.
• Relentless & Resilient – You bring energy, ownership, and persistence, thriving in fast-paced, high-growth environments.

Your Background

• BA/BS degree from a reputable University and/or 5+ years of experience in government sales.
• A history of outstanding results selling SaaS/AI Solutions to customers where typical contract size ranges from $75K - $3M /year.
• Must have a sales “hunter” mentality and approach to building and maintaining the pipeline.
• Experience in a software or technology company in other relevant sectors, such as Security, Cyber and Fraud, selling SaaS solutions to the public sector.
• Track record of succeeding in a fast paced and competitive market having had ownership of managing and executing the end-to-end sales process.
• Experience managing complex sales processes and delivering an integrated, end-to-end approach.
• Experience in consistently hitting sales targets.
• CRM software experience (eg. Salesforce).
• A disciplined, methodical and process driven sales approach – you’ll be skilled in managing time and resources; have a sound approach to qualifying opportunities coupled with strong business acumen.
• A strong desire to be successful, you’ll be a goal-oriented team player.
• The adaptability required to succeed in a fast paced, high growth environment to establish credibility with internal and external stakeholders.
• An active interest in the importance and value of identity.
• Ability to communicate complex ideas effectively – both verbally and in writing.
• Highly motivated, fast-learner, motivated by success and a target-driven sales environment, managing your own accounts. 

Why Incode?

• Mission with Meaning – Shape how billions of people prove identity—safely, simply, and ethically.
• Rocket-Ship Growth – Join at an inflection point where your strategies will compound in value for years.
• Elite Team & Backing – Work a truly global with top engineers, designers, and investors who share your ambition to dominate a category.
• Ownership & Autonomy – Operate like a founder with the resources of a unicorn.
• Global Impact – Every program you launch will reverberate across industries and continents.

Ready to ignite the future of trust?

Lead the narrative. Empower the field. Join Incode and turn innovation into unstoppable market momentum.