# Head of State Government Sales

**Company:** [Wonderschool](https://hotfix.jobs/companies/wonderschool)
**Location:** Remote
**Role:** Account Executive
**Salary:** From $450k/yr
**Skills:** SaaS Sales, Government Procurement, Pipeline Management, AI Tools, CRM, Lead Generation, Sales Forecasting, Go-to-Market Strategy, Deal Closing, Sales Team Leadership
**Posted:** 2026-05-01

> Leads and scales state government sales for childcare SaaS platform, personally closing large ARR deals ($1M-$15M+) with agencies while building and coaching a high-performing sales team. Requires proven government sales expertise, procurement knowledge, heavy travel, and AI tool proficiency.

## Job Description

## What You’ll Do

- Take ownership of a well-defined, proven sales playbook and scale it across states, cities, and counties
- Run meetings, develop pipeline, and own go-to-market strategy for government sales
- Sell. This is a player-coach role; a significant portion of your time will be in front of customers closing deals
- Hire, coach, and develop a high-performing sales team
- Partner with marketing to drive event presence, lead generation, and top-of-funnel pipeline
- Leverage AI tools to accelerate outreach, communications, and pipeline management
- Build and maintain strong relationships with key government stakeholders: agencies, elected officials, regulators, and associations
- Develop data-driven forecasts and report pipeline health and learnings to leadership
- Refine deal desk, sales qualification, and process as we grow

## What We’re Looking For

- A first-principles thinker who doesn’t just follow playbooks. You understand why they work and know how to adapt
- Proven government sales background with experience closing SaaS-based contracts with state, city, or county agencies
- Demonstrated track record closing $1M to $15M+ ARR deals with government entities
- Deep familiarity with government procurement processes
- Experienced team leader and recruiter who can attract and develop great salespeople
- Highly data-driven with a bias toward accountability and measurable outcomes
- Comfortable with significant travel and an events-heavy calendar
- Ready to work with and maximize AI-powered tools for outreach and communications
- Experienced enough to operate independently, but hungry enough to still love selling

## Compensation

$450,000 OTE + equity

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