Head of State Government Sales

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–$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