Artificial Intelligence (AI), Budgeting, Business Development, Channel Management, Cloud Computing, Customer/Client Research, Direct Sales, Ecosystems, Forecasting, Government, Government Sales, Health Insurance, Internet Security, Leadership, Pricing, Procurement Strategy, Product Demonstration, Product Pricing, Purchasing/Procurement, Request for Proposals (RFP), Residential Construction, Risk, Sales, Sales Closing Skills, Sales Pipeline, Startup, System Integration (SI), Technology Sales, Willing to Travel
About ExeQut
ExeQut is an AI, Data, and Cybersecurity transformation partner helping regulated mid-market organizations — in healthcare, insurance, and beyond — modernize their identity, cloud, and AI capabilities without putting compliance at risk.
About Cortex Insights
Cortex Insights is an AI intelligence layer for 311 and municipal operations, built in-house at ExeQut. The product is built, the engineering team exists, the delivery organization exists, and it is already in front of county-level buyers. What doesn't exist yet is a dedicated commercial owner. That is this role.
The Opportunity
This is a co-founder seat, not a sales job. You will own the entire go-to-market for Cortex Insights — from first paying municipality through repeatable commercial motion.
ExeQut deliberately kept municipal out of its cybersecurity commercial build because the government buyer is fundamentally different: longer cycles, procurement rules, budget calendars, and a relationship-driven motion that deserves a full-time owner rather than a side lane. You are that owner.
We are honest about the stage: pre-revenue, active early conversations, product built and demo-ready. You are joining at the moment between product existence and commercial proof. If that tradeoff works for you, read on.
What You'll Own
- Commercial ownership — Close the first paying municipal clients and build the repeatable motion from those wins
- Pricing and packaging — Define how Cortex Insights goes to market: pricing model, contract structure, procurement path
- Procurement strategy — Navigate government procurement cycles, budget calendars, RFP processes, and sole-source vehicles
- Channel and partnerships — Identify and activate the right channel — system integrators, govtech partners, municipal associations — to scale beyond direct sales
- Narrative and positioning — Own the story: how Cortex Insights is positioned to municipal buyers, what the pitch is, and how it evolves with market feedback
- Pipeline and forecasting — Build and manage the early-stage pipeline, report to ExeQut leadership on commercial progress
What We're Looking For
Must have:
- 5–7 years of experience in government technology sales, municipal or public sector business development, or govtech go-to-market
- Deep familiarity with how municipal governments buy technology — procurement rules, budget cycles, decision-maker mapping
- A track record of closing deals in the public sector, not just building pipeline
- Based in Maryland/Baltimore area — municipal clients and travel require US local presence
- Comfort operating at the earliest commercial stage — you build the process, you don't inherit it
Strongly preferred:
- Existing relationships with municipal buyers, county administrators, or 311/city operations decision-makers
- Experience with government procurement vehicles (GSA, cooperative purchasing, sole-source)
- Familiarity with govtech ecosystems — associations, events, system integrators
- Experience in an early-stage or startup environment where the playbook didn't exist yet
How This Role Works
This is an equity-first co-founder engagement. Terms including equity range, cash component, and structure are open and negotiated based on the right candidate. ExeQut is transparent about the tradeoff: you are taking on commercial risk at the pre-revenue stage in exchange for meaningful ownership in what you build.
- You report directly to ExeQut executive leadership
- The engineering, product, and delivery organization is already in place — you are not building that
- Travel to municipal clients and govtech events is expected
- Maryland/Baltimore local office presence required
You'll Thrive Here If:
- You have sold to government and know how to navigate the process without losing momentum
- You want to own a commercial outcome end to end, not execute someone else's playbook
- You are energized by pre-revenue stage where your actions create the result directly
- You want equity in what you build, not just a commission check
This Isn't For You If:
- You need an established pipeline, existing brand recognition, or a defined sales process to work from
- You want a salaried sales role with a quota — this is a co-founder commitment
- You have never sold to government and are unfamiliar with how municipalities buy
Role Details
- Title: Go-to-Market Head — Cortex Insights
- Location: Maryland/Baltimore - travel required
- Compensation: Equity-first · Cash component open · Structure negotiable
- Seniority: Senior · 5–7 years relevant experience
- Start date: August 3, 2026
- Reports to: ExeQut Executive Leadership