Director of Public Sector Sales

Job Title

Director of Public Sector Sales

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Job Description

We are seeking a Director of Public Sector Sales to lead and scale our government and public sector revenue. This role owns the full sales lifecycle across federal, state, local, and municipal customers, building a repeatable, compliant, and scalable public sector sales motion.

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You will work closely with executive leadership, product, marketing, and partnerships to establish long-term government relationships, drive pipeline, and close complex, high-value deals. This is a hands-on leadership role with strategic ownership and direct revenue responsibility.

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Key Responsibilities

• Own and lead public sector sales strategy across federal, state, and local government customers
• Drive end-to-end sales cycles: prospecting, qualification, RFP/RFI/RFQ responses, negotiations, and deal closure
• Build and manage pipeline through direct sales, channel partners, resellers, and system integrators
• Establish and maintain relationships with key government stakeholders, decision-makers, and influencers
• Lead and mentor a growing public sector sales team, including quota setting and performance management
• Develop go-to-market strategies tailored to public sector procurement models and buying cycles
• Partner with Marketing on demand generation, positioning, and public sector-specific messaging
• Collaborate with Product and Engineering to align roadmap with public sector needs, compliance, and regulations
• Own forecasting, reporting, and revenue predictability for public sector accounts
• Navigate compliance, security, and regulatory requirements (e.g., procurement rules, data privacy, security standards)
• Represent the company at conferences, industry events, and government forums

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Requirements

• 8+ years of experience in B2G / public sector sales, with at least 3 years in a senior or leadership role
• Proven track record of closing large, complex government or municipal deals
• Deep understanding of public sector procurement processes, including RFPs and long sales cycles
• Experience selling SaaS, cloud, AI, hardware-software, or enterprise technology solutions
• Strong ability to build trust with government customers and navigate multi-stakeholder environments
• Experience building and scaling sales processes, teams, and partner ecosystems
• Strong negotiation, presentation, and executive-level communication skills
• Data-driven mindset with experience in forecasting, CRM management, and pipeline analytics

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Nice to Have

• Experience selling to U.S. federal agencies, state DOTs, municipalities, or public safety organizations
• Background in gov-tech, smart cities, transportation, cybersecurity, or public safety solutions
• Existing relationships with government agencies or public sector partners
• Experience working with distributors, integrators, or public sector resellers