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Govsignals

Head of Sales (Player-Coach)

Leads sales team by building processes, hiring reps, and carrying 60% personal enterprise SaaS pipeline while closing deals hands-on. Partners on GTM strategy with proven track record in high-growth startups.

225k – 400kWashington, DCNew York, NYEngineering ManagementHybrid
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About the role

Key Responsibilities

  • Carry and close your own enterprise pipeline end-to-end: prospecting, discovery, demos, deal structure, and close
  • Partner with the CRO on GTM strategy, sales process design, pricing, and competitive positioning
  • Hire, onboard, and develop a team of elite Account Executives who sell consultatively and close with conviction
  • Jump into your reps’ deals—diagnose what’s stuck, sharpen the narrative, and help close alongside them
  • Build and continuously refine sales playbooks, qualification frameworks, onboarding programs, and coaching rhythms
  • Approve quotes, structure creative deals, and navigate complex multi-stakeholder buying processes across the team’s pipeline
  • Own pipeline reporting, forecasting accuracy, and CRM discipline for the full sales organization, including all conference pipeline
  • Collaborate with Marketing, Product, and Client Success to tighten positioning, improve feedback loops, and accelerate revenue
  • Engage existing clients to deepen relationships and unlock expansion opportunities
  • Represent GovSignals at industry events, conferences, and in senior prospect conversations

Required Qualifications

  • Proven track record of building and scaling a sales team from early stage through meaningful revenue milestones—you’ve designed the system, not just run inside one
  • Strong personal selling record: history of closing six- and seven-figure enterprise SaaS deals as an individual contributor
  • Experience as a founder, early sales hire, or sales leader at a high-growth startup where ambiguity was the norm and you thrived anyway
  • Deep expertise in consultative, value-based selling—you diagnose before you prescribe
  • Ability to operate as a strategic partner to leadership on pricing, positioning, and GTM design
  • Strong hiring instincts: you know how to find, assess, and close elite sales talent
  • Exceptional executive presence and C-suite engagement skills
  • Proficiency in CRM systems and a belief in rigorous pipeline discipline
  • Government contracting familiarity preferred but not required

Compensation & Benefits

  • Base Salary: $150K–$250K
  • Commission + Bonus: $75K–$150K expected
  • Total Target Compensation: $225K–$400K+ OTE
  • Equity: Meaningful stake in a well-funded, fast-growing startup
  • Benefits: 100% employer-paid medical, vision, and dental (Bronze coverage)

Skills

CRMSaaS SalesConsultative SellingPipeline ManagementGo-to-Market StrategySales PlaybooksForecastingHiringC-Suite EngagementEnterprise Deal Closing

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