Senior Director – Sales

Role Overview

• Lead, coach, and develop a team of Sales Directors (front-line leaders) to achieve revenue and activity objectives.
• Build a high-performance culture focused on accountability, coaching, and continuous improvement.
• Recruit, onboard, develop, and retain top sales leadership talent; actively manage performance and succession planning.
• Own and execute the Local Government segment sales strategy, including territory design, coverage, and focus areas.
• Translate corporate strategy into clear GTM plans executed by Sales Directors and their teams.
• Partner with Marketing, Product, Customer Success, and RevOps to align messaging, pipeline generation, and delivery outcomes.
• Execute against weekly, monthly, quarterly, and annual sales targets.
• Drive disciplined execution of activity metrics (pipeline coverage, meeting volume, discovery quality).
• Maintain accurate forecasting and pipeline inspection; identify risks and implement corrective actions early.
• Inspect deal quality using structured qualification frameworks (e.g., MEDDPICC).
• Maintain executive-level presence in internal and external engagements.
• Participate directly in key customer meetings, executive briefings, and strategic accounts.
• Build and maintain senior-level customer relationships across city and county governments.
• Set and manage sales operational objectives aligned to company goals.
• Analyze performance data, trends, and market signals to inform decision-making.
• Establish and reinforce best practices, processes, and sales standards across the organization.

Requirements

• Proven sales leader with experience managing Sales Directors / first-line leaders.
• Ability to coach, develop, and provide direct, actionable feedback to leaders and reps.
• Strong executive presence with confidence interacting with senior internal leaders and public-sector executives.
• Data-driven, disciplined, and outcomes-focused.
• Comfortable leading complex, $100K+ deal cycles in a multi-stakeholder environment.
• Collaborative leader who thrives in ambiguity and change.
• Demonstrated success leading teams responsible for complex sales cycles and large deal sizes.
• Experience selling into Local Government, Public Sector, or regulated markets preferred.
• Strong forecasting, pipeline management, and inspection rigor.
• Ability to balance strategic thinking with hands-on execution.

Benefits

• Flexible Time Off – Take the time you need to rest, recharge, and live your life.
• Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
• Work From Home Reimbursement – Support a productive home office environment.
• Multiple Health Plan Options – Including a 100% employer-paid plan.
• Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
• Fitness Reimbursement Program – Stay active, your way.
• On-Demand Mental Health Support – Access to Headspace and other wellness tools.
• Paid Parental Leave – For both birthing and non-birthing parents.
• Traditional & Roth 401(k) – With a generous company match.
• Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
• Online Learning Platforms – Fuel your professional development.
• Competitive Salary & Bonuses – Your contributions are valued and rewarded.