Head of State and Local Government Sales
Leads and scales the state and local government sales organization, owning go-to-market strategy, revenue performance, executive relationships, and public-sector partnerships. Requires 10+ years of enterprise sales experience, including substantial state and local government leadership, procurement expertise, and a bachelor’s degree or equivalent experience.
About the job
Responsibilities
- Build, lead, and scale the state and local government sales organization, including hiring, coaching, performance expectations, and development.
- Develop and execute go-to-market strategies covering territory design, segmentation, competitive positioning, and revenue forecasting.
- Own revenue targets, quotas, pipeline health, and deal progression.
- Establish relationships with governors' offices, state CIOs, agency executives, and city and county leadership.
- Win new business by helping government organizations integrate AI into technology stacks and constituent-facing and back-office workflows.
- Develop sales processes and playbooks for public-sector procurement, including cooperative purchasing agreements, statewide contracts, RFP/RFI processes, and compliance requirements.
- Build strategic relationships with cloud providers, system integrators, and resellers.
- Synthesize customer and market feedback to inform product and competitive strategy.
- Partner with legal, compliance, and delivery teams on contract execution and customer satisfaction.
- Implement metrics, reporting, and performance-management systems.
- Represent the company at industry events and with key stakeholders.
Requirements
- 10+ years of enterprise sales experience, including 4+ years managing state and local government sales teams.
- Deep understanding of state and local government missions, budget and legislative cycles, modernization initiatives, and technology adoption.
- Demonstrated ability to hire, develop, and retain sales talent while building a performance-oriented culture.
- Experience creating go-to-market strategies for emerging technologies in state and local government.
- Extensive experience with public-sector contracting vehicles, cooperative purchasing, procurement mechanisms, and compliance requirements such as StateRAMP, CJIS, and state data-privacy standards.
- Track record of exceeding team revenue targets and building scalable sales motions across distributed territories.
- Experience managing channel partnerships with cloud providers, system integrators, and resellers.
- Excellent communication and relationship-building skills with technical teams, government executives, and elected and appointed officials.
- Experience implementing sales methodologies, CRM systems, and performance-management processes.
- Passion for safe and ethical AI and the ability to build trust with government stakeholders.
- Bachelor's degree or equivalent combination of education, training, and experience.
Compensation
- Annual on-target earnings compensation range: $550,000–$700,000 USD, including base salary and target commissions or bonuses.
- Hybrid policy currently expects staff to work from an office at least 25% of the time.
Skills
Enterprise Sales, State And Local Government, Go-to-Market Strategy, Revenue Forecasting, Public-Sector Procurement, Cooperative Purchasing, Rfp/Rfi Processes, Stateramp, Cjis, Crm Systems, Channel Partnerships, Cloud Service Providers, System Integrators, Resellers, AI
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