Head of Sales

What You’ll Do

• Build the sales system from scratch: Design and implement SpruceID’s end-to-end sales and GTM operating system, including pipeline management, forecasting, campaign execution, and performance tracking. Establish structure in a highly ambiguous environment.
• Install operational discipline: Create and enforce rigor across CRM, sales operations, and reporting. Drive consistency in pipeline hygiene, deal progression, and forecasting.
• Drive and close active deals: Step into a highly active pipeline and lead strategic opportunities through to close, particularly within state government accounts.
• Own SLED GTM strategy (state-first): Develop and execute a focused GTM strategy for state and broader SLED markets, with a deep understanding of procurement dynamics, buying cycles, and stakeholder landscapes.
• Navigate complex government procurement: Lead deals through RFPs, compliance requirements, and security reviews, while aligning internal stakeholders.
• Define ICPs and offerings: Identify priority government customer segments and package SpruceID’s services-led solutions into compelling, outcome-driven offerings.
• Launch and refine pipeline generation: Build and iterate on outbound and inbound strategies to sustain deal flow.
• Leverage AI to enhance GTM execution: Operate with an AI-first mindset, using modern tooling to improve efficiency, insight generation, and sales productivity.
• Create clarity from ambiguity: Partner closely with leadership to translate high-level direction into executable plans, prioritization frameworks, and measurable outcomes.
• Bridge services to product GTM: Translate early services-led wins into repeatable motions that inform future software and licensing strategies.

Qualifications

• 8+ years in enterprise sales, business development, or GTM leadership, with significant focus on public sector clients.
• Proven success selling into U.S. state government environments, with deep understanding of SLED procurement, compliance, and buying processes. Must have personally closed complex government deals involving multiple agencies and long sales cycles.
• Experience selling services into government environments (e.g., consulting firms, systems integrators).
• Demonstrated ability to build and operationalize sales systems from the ground up in ambiguous, early-stage environments.
• Hands-on experience using AI tools to enhance sales workflows and productivity. Ability to articulate practical applications of AI in GTM.
• Experience or exposure to digital identity, IAM, or digital trust ecosystems (preferred). Understanding of competitive landscape (e.g., Okta, Socure, CLEAR).
• Highly structured and process-oriented, with strong CRM discipline, pipeline management, and forecasting capabilities.
• Exceptional communication and influence skills across technical teams to senior government executives.
• Proven cross-functional leadership working with product, engineering, delivery, legal, and executive teams.
• Comfort operating in a shifting business model (services-first evolving toward software) and fast-moving, ambiguous environment.
• Willing to travel significantly to meet with government clients and attend company events.