Area Vice President, Public Sector

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Recruit, train, and manage account executives focused on strategic federal, state, or local government accounts.

• Set performance expectations, provide coaching, and foster a culture centered on customer obsession, accountability, and consistent execution.

• Create territory coverage plans, prioritize accounts, establish pipeline goals, and develop revenue strategies.

• Allocate resources effectively, maintain revenue forecasts, and drive the achievement of revenue objectives.

• Establish executive relationships with agency leaders and convert mission priorities into AI agent opportunities.

• Act as the executive sponsor for key accounts.

• Guide complex government sales cycles from initial discovery to contract award.

• Coordinate cross-functional support for solution development, business case creation, security and legal reviews, pricing strategies, proposals, negotiations, and closures.

• Formulate capture plans and navigate funding, fiscal-year timing, competitive dynamics, and procurement processes.

• Cultivate relationships with prime contractors, systems integrators, resellers, distributors, small-business partners, and technology providers.

• Lead partner alignment efforts, manage deal registrations, oversee workshare, and develop joint go-to-market strategies.

• Provide bid/no-bid recommendations and coordinate compliant, distinctive procurement responses.

• Enhance customer success through deployment, expansion initiatives, escalation management, and seamless sales-to-delivery transitions.

• Develop repeatable public sector go-to-market processes, including hiring strategies, capture methodologies, partner strategies, contract-vehicle prioritization, and sales playbooks.

• Integrate AI into account research, outreach, call synthesis, opportunity planning, proposal preparation, and revenue forecasting.

⛳️ Requirements

• Over 15 years of sales experience, particularly in selling to the U.S. government.

• More than 10 years of experience in managing, mentoring, and developing high-performing enterprise sales teams.

• Proven experience in running and managing complex deals exceeding $1M from start to finish.

• Strong knowledge of government acquisition and procurement processes, including funding and budget cycles, competitive solicitations, proposal protocols, task orders, and federal or state contract vehicles.

• Experience in developing and executing capture strategies prior to solicitation release.

• Extensive network with government technology partners, such as prime contractors, systems integrators, resellers, distributors, and small-business teaming partners.

• Capability to choose and implement direct, channel, prime/subcontractor, and teaming models effectively.

• Skill in building credibility with agency executives, program leaders, contracting and procurement officials, security teams, and technical stakeholders.

• Excellent skills in executive communication, negotiation, account planning, and forecasting.

• A strong passion for public sector work.

• Comfortable operating with high ownership in an early-stage business environment.

🏝️ Benefits

• Flexible (unlimited) paid time off.

• Medical, dental, and vision benefits for you and your family.

• Life insurance and disability benefits.

• Retirement plan based on country of employment.

• Parental leave.

• Fertility and family building benefits through Carrot.

• Lunch, snacks, and coffee provided.

• Discretionary benefit stipend available.

• Free alphorn lessons offered.

• Equity plans for eligible full-time employees.