Shovels | 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.

About Shovels

At Shovels, we're reshaping the construction and real estate industries by transforming fragmented building permit and contractor data into actionable, game-changing insights. Backed by multi-million-dollar VC funding and a growing customer base, we're taking on one of the world's largest yet most underutilized data-rich sectors - using advanced pipelines and AI to bring structure, clarity, and value to messy, fragmented data.

What started as two people with a big vision has grown into a team of dedicated engineers and data enthusiasts distributed across the globe. We've come a long way from our pre-seed days, but we're still scrappy, collaborative, and all-in on building something amazing together.

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

5+ 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

What We Value

This role demands a strong enterprise skillset, demonstrated by successfully navigating complex deals and driving significant sales. We value creative, adaptable professionals capable of horizontal selling—listening to customers, understanding nuanced use cases, and prescribing tailored Shovels solutions. We thrive on ownership, a bias for action, start-up hustle, and a commitment to delivering impactful results from day one.

Why Shovels?

Impact from day one: Your work will directly shape our product and company.
Room to grow: Early team members will play leadership roles as the company expands.
Flexibility: Fully remote, async-friendly culture with no strict 9-to-5 rules.
Transparency: You'll see the inner workings of the business and help shape its future.
Great pay + stock options: Competitive salary and meaningful equity in a company that's on the rise.

How We Work

We're a small, fully-remote global team, so flexibility and communication are key. Our core hours overlap enough to make collaboration smooth, but we trust you to manage your time and prioritize your work. We stay connected via Slack, bi-weekly calls, with impromptu 1:1s when needed, and keep things casual and fun. Twice a year, we bring everyone together for in-person team summits to connect, strategize, and celebrate our progress.

Enterprise Account Executive (California, Remote)