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 in the absence of existing standards.
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 to meet public-sector constraints and timelines.
Define ICPs and offerings - Identify priority government customer segments and package SpruceID’s services-led solutions into compelling, outcome-driven offerings that can evolve into repeatable motions.
Launch and refine pipeline generation - Build and iterate on outbound and inbound strategies to sustain deal flow, while prioritizing high-value opportunities in a resource-constrained environment.
Leverage AI to enhance GTM execution - Operate with an AI-first mindset, using modern tooling and approaches to improve efficiency, insight generation, and overall sales productivity.
Create clarity from ambiguity - Partner closely with leadership (especially Wayne) 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

Experience: 8+ years in enterprise sales, business development, or GTM leadership, with significant focus on public sector clients.

Public Sector Expertise (Critical): Proven success selling into U.S. state government environments, with deep understanding of SLED - particularly state-level procurement, compliance constraints, and buying processes. Experience navigating complex RFPs and long sales cycles is essential having personally demonstrated closing complex government or public-sector deals involving multiple agencies, procurement layers and long-cycle approvals.

Services-Led Sales Background: Experience selling services into government environments (e.g., consulting firms, systems integrators, or services-heavy organizations). Strong understanding of how services engagements evolve into longer-term platform or product relationships.

System Builder: Demonstrated ability to build and operationalize sales systems from the ground up. Comfortable creating structure, processes, and discipline in ambiguous, early-stage environments without predefined playbooks.

AI Fluency (Required): Hands-on experience using AI tools to enhance sales workflows and productivity. Ability to articulate practical applications of AI in GTM strategy and execution (e.g., automation, research, pipeline insights, content generation). Familiarity with emerging concepts such as modern AI tooling ecosystems (e.g., MCPs) is a plus.

Domain Familiarity (Preferred): Experience or exposure to digital identity, IAM, or broader digital trust ecosystems. Strong preference for candidates who understand the competitive and partnership landscape (e.g., Okta, Socure, CLEAR, etc.) and can position within that ecosystem.

Operational Rigor: Highly structured and process-oriented, with strong CRM discipline, pipeline management expertise, and forecasting capabilities.

Communication & Influence: Exceptional communication skills with the ability to engage and influence stakeholders ranging from technical teams to senior government executives.

Cross-Functional Leadership: Proven ability to work across product, engineering, delivery, legal, and executive teams to align sales execution with product capabilities and delivery outcomes.

Adaptability: Comfort operating in a shifting business model (services-first evolving toward software) and in a fast-moving, ambiguous environment.

Travel: Based in the U.S. and willing to travel as needed to meet with government clients and attend company events (significant travel expected).