Account Executive, SLED and Nonprofit Partner Development (Sales)

About AidKit

AidKit’s cutting-edge technology transforms complex cash assistance programs into streamlined, secure, and dignified experiences. By seamlessly connecting applicants to vital resources, we're making aid radically accessible for diverse populations—including unhoused and unbanked. From simplifying complex benefits modernization projects for state agencies to standing up efficient disaster relief programs, AidKit helps it’s partners deliver aid with dignity.

We were our own first customer—AidKit started as a nonprofit initiative born from the need to support systematically excluded workers during the early days of the COVID-19 pandemic. Today, AidKit provides the technology backbone for some of the nation's most innovative public safety net programs, having distributed hundreds of millions of dollars to people in need.

As we continue to grow rapidly, the opportunity for impact is immense. Apply to join our team if you're seeking meaningful work in an environment that trusts your judgment and values your unique contributions.

About the Role

AidKit is looking for a mission-driven Account Executive to help grow our partnerships with state and local governments and key nonprofit accounts. This role will focus on selling AidKit’s platform for administering cash assistance, disaster relief, and public benefits. As an AE, you will own the full sales cycle, from prospecting to closing, while building relationships with government agencies, procurement officers, and policy leaders.

This is an ideal role for a self-starter who thrives in complex, long sales cycles and succeeds in navigating government procurement processes. You’ll work closely with our Government Partnerships Directors, Proposal & Procurement Specialists, and Marketing team to identify opportunities, tailor solutions, and win contracts that deliver critical assistance to those in need.

Key Responsibilities

• Develop relationships with identified target accounts in state and local government agencies, understanding their needs and aligning them with AidKit’s solutions.
• Partner with Government Partnerships Directors to understand and build relationships with state and local governments and key nonprofit accounts.
• Give live demos and presentations to government agencies, procurement officers, and other stakeholders.
• Work closely with Proposal & Procurement Specialists to respond to RFPs, participate in cooperative purchasing agreements, and overcome contracting hurdles.
• Collaborate with Marketing to drive inbound leads and refine messaging for government buyers based on carefully documented knowledge of customer pain points.
• Negotiate pricing and timelines, ensuring deals align with AidKit’s impact and business sustainability goals, as well as team capacity.
• Track and manage pipeline progress in HubSpot, providing accurate forecasts and insights to leadership.
• Act as a trusted advisor to government and nonprofit partners, educating them on how AidKit’s platform can improve the efficiency and equity of aid distribution.
• Ensure smooth sales-to-implementation handoffs by preparing scope of work.

About You

These are not firm “qualifications” required—we care more about the skills you exhibit and a growth mindset than checking boxes.

• 3+ years of B2G sales, public sector partnerships, or consultative selling experience (or equivalent experience in government procurement, grant writing, or policy consulting).
• Experience selling software or services to nonprofits, state and local governments. We will also consider candidates with a deep understanding of government procurement cycles.
• Ability to navigate complex, long sales cycles and work through bureaucratic obstacles.
• Strong presentation and communication skills—comfortable giving live demos and influencing high-level stakeholders.
• Proficiency in CRM tools (HubSpot, ideally) for managing pipeline, tracking deal progress, and forecasting.
• A track record of closing deals and exceeding revenue goals, ideally in a government or B2B sales environment.
• Experience working with RFPs, government contracts, and cooperative purchasing agreements is a plus.
• Highly organized, proactive, and comfortable managing multiple deals at different stages simultaneously.
• You care deeply about the mission o