Strategic Account Executive - SLED

Unstructured is defining the standard for enterprise data transformation in the age of LLMs and generative AI. In just two years, we’ve raised over $65M from world-class investors, including Menlo Ventures, Bain Capital, Databricks, NVIDIA, Microsoft, and IBM. Our open-source toolkit has been downloaded 61M+ times and is used by 90% of the Fortune 1000. We power production AI workflows across commercial and federal sectors, transforming PDFs, HTML, Word docs, images, emails, and more into AI-ready data pipelines that scale. We’re not just building tools, we’re building the backbone of generative AI and the infrastructure that unlocks intelligence across industries and the public sector. We are seeking a Strategic Account Executive focused on State, Local, and Education (SLED) customers to drive revenue growth and adoption of our recently FedRAMP High-certified software. In this role, you will own a defined territory and be responsible for developing and executing account strategies that expand Unstructured’s footprint across state and local government agencies, municipalities, public safety organizations, and higher education institutions. This role requires a strong understanding of SLED procurement cycles, relationship-driven sales motions, and the ability to position modern AI infrastructure solutions to both technical and non-technical stakeholders. Key Responsibilities Own and execute territory and account plans to achieve revenue and growth targets across SLED accounts. Build and maintain trusted relationships with senior decision-makers, technical buyers, and influencers within state and local government and education organizations. Identify, qualify, and progress new opportunities through complex, multi-stakeholder public sector sales cycles. Partner closely with solutions engineering and product teams to deliver tailored solutions aligned to agency needs and compliance requirements. Position Unstructured as a strategic, long-term partner by articulating business value, mission impact, and technical differentiation. Manage pipeline, forecasts, and account performance metrics with discipline and accuracy. Stay current on SLED-specific trends, funding vehicles, procurement mechanisms, and competitive dynamics. Qualifications 5+ years of experience selling into State, Local, or Education (SLED) public sector accounts. Proven track record of meeting or exceeding quota in complex, consultative public sector sales environments, Strong understanding of SLED procurement processes, contract vehicles, and budget cycles. Experience selling enterprise software, SaaS, AI/ML, data, or infrastructure platforms is strongly preferred. Exceptional relationship-building skills with the ability to earn trust across technical and executive stakeholders. Comfortable navigating technical sales conversations and partnering with engineering to design and scope solutions that address customer requirements Strong strategic thinking and territory planning skills. Excellent communication, presentation, and storytelling abilities. Ability to operate independently while collaborating effectively in a fast-paced, high-growth environment. US citizenship required. At Unstructured, we highly value prior uniformed or civilian public sector service. Why You’ll Love It Here You’ll be surrounded by smart, kind, low-ego people who genuinely enjoy building together. We invest in our team, with company offsites, best-in-tech swag, and the tools you need to do your best work, wherever you’re based. The work itself is deeply meaningful. You’ll be at the center of some of the most exciting problems in AI today - tackling meaty, novel technical challenges that directly power real production systems used by thousands of companies, including nearly half of the Fortune 500. We support you holistically, not just at work. From day one, medical, dental, and vision coverage (plus life and disability insurance), to unlimited PTO, flexible parental leave, 401(k) options, and competitive referral incentives, we want you focused on building, growing, and staying energized for the long haul. Most importantly, we’re scaling fast. This is a chance to join early enough to build foundational technology, influence how we operate, and help shape the future of a company defining the next era of AI infrastructure. If that sounds like your kind of team, we’d love to meet you.