Area Vice President, Public Sector

Accountabilities:

• Public Sector Sales Leadership: Build, recruit, develop, and lead a team of account executives serving strategic federal, state, and local government accounts, establishing clear expectations, coaching for performance, and fostering a culture of accountability and customer focus.
• Revenue & Territory Strategy: Own public sector revenue growth by translating business ambitions into territory coverage, account priorities, pipeline targets, resource allocation, and revenue plans while maintaining rigorous forecasting and execution discipline.
• Executive Customer Engagement: Build relationships with agency leaders and help translate priorities such as constituent access, service delivery, workforce effectiveness, and program integrity into compelling AI agent opportunities. Serve as an executive sponsor for strategic accounts.
• Complex Sales Execution: Guide account executives through multi-stakeholder government sales cycles from discovery through award, engaging directly at critical stages and coordinating support across solution development, security, legal, pricing, proposals, negotiations, and closing.
• Capture & Acquisition Strategy: Establish credible paths to contract for priority opportunities and lead disciplined capture strategies around funding, fiscal-year timing, competitive dynamics, and procurement pathways, including GSA schedules, GWACs, IDIQs, BPAs, state schedules, and cooperative purchasing agreements.
• Partner Ecosystem Development: Build relationships with prime contractors, systems integrators, resellers, distributors, small-business partners, and technology providers, determining the appropriate direct, subcontracting, teaming, and partner-led approaches for individual opportunities.
• Strategic Partnerships: Establish executive alignment with key partners and help define account ownership, deal registration, workshare, and joint go-to-market plans while ensuring partnerships generate meaningful customer access, implementation capabilities, procurement pathways, and qualified pipeline.
• Pursuit & Proposal Management: Partner with public sector leadership on bid/no-bid decisions and resource prioritization, coordinating sales, legal, security, product, engineering, and delivery teams to produce compliant, differentiated, and precise procurement responses.
• Customer Success & Expansion: Maintain trusted relationships with senior agency stakeholders, support strong transitions from sales to delivery, remain engaged through deployment and expansion, and help resolve escalations to support long-term customer relationships.
• Go-to-Market Development: Help refine account segmentation, hiring and capacity plans, capture processes, partner strategy, contract-vehicle priorities, and sales playbooks while bringing market and customer insights to product and company leadership.
• AI-Native Sales Leadership: Embed AI into account research, outreach, call synthesis, opportunity planning, proposal development, and forecasting, while modeling effective usage and helping the sales team focus more heavily on judgment, strategy, and customer relationships.

Requirements

• Enterprise Sales Experience: 15+ years of customer-facing enterprise sales experience, specifically selling to the U.S. government.
• People Leadership: 10+ years managing, mentoring, and developing high-performing enterprise sales teams.
• Complex Deal Experience: Proven experience managing end-to-end enterprise deals valued at $1M or more.
• Government Procurement Expertise: Strong knowledge of government acquisition and procurement, including funding and budget cycles, competitive solicitations, proposal processes, task orders, and common federal or state contract vehicles.
• Capture Strategy: Demonstrated experience developing and executing capture strategies before solicitations are released, rather than focusing solely on responding to published RFPs.
• Partner Network: Established relationships with government technology partners, including prime contractors, systems integrators, resellers, distributors, and small-business teaming partners.
• Go-to-Market Judgment: Ability to evaluate and execute direct, channel, prime/subcontractor, and teaming models based on the needs of a specific agency and opportunity.
• Executive Communication: Ability to establish credibility with agency executives, program leaders, contracting and procurement officials, security teams, and technical stakeholders while aligning diverse groups around a shared path forward.
• Commercial Leadership: Excellent executive communication, negotiation, account planning, forecasting, and attention-to-detail skills, particularly around procurement milestones and next steps.
• Public Sector Orientation: Strong interest in public sector work and in applying technology to improve outcomes for the people government institutions serve.
• Early-Stage Leadership: Comfort operating with high ownership in an early-stage business, creating structure where needed, moving with urgency, and collaborating closely across functions.

Benefits

• Compensation: $500K–$520K, with equity and commission opportunities.
• Remote Work: Remote position with eligible locations including the United States, New York, San Francisco, and Washington, D.C.
• Paid Time Off: Flexible, unlimited paid time off.
• Healthcare: Medical, dental, and vision benefits for employees and their families.
• Protection Benefits: Life insurance and disability benefits.
• Retirement: Retirement plan dependent on country of employment.
• Parental Support: Parental leave plus fertility and family-building benefits through Carrot.
• Employee Stipend: Discretionary benefit stipend providing flexibility to spend where it matters most.
• Daily Support: Lunch, snacks, and coffee provided.
• Additional Perk: Free alphorn lessons.
• Equity: Eligible full-time employees can participate in applicable equity plans, subject to plan terms and policies.