Director, CRM Sales – State & Local Government

This is a fully remote position, open to applicants in California.

📋 Description

• Lead, mentor, and cultivate a team of 5-8 CRM Account Executives dedicated to driving new business growth across SLG West.

• Recruit and retain top talent, recognize high performers, and appropriately enhance team composition.

• Provide accurate forecasts, conduct pipeline inspections, and meet quarterly and annual sales objectives.

• Support Field Sales Teams in closing opportunities and driving revenue contributions.

• Develop and implement the regional CRM go-to-market strategy in collaboration with Sales Operations, focusing on competitive positioning and market visibility.

• Participate in territory design, quota allocation, and establish clear performance expectations.

• Collaborate on account and territory planning, build executive relationships, and identify transformational CRM opportunities.

• Engage in C-level meetings and work with agency leaders to comprehend constituent services, contact center operations, field activities, citizen experience, and other business priorities.

• Foster cross-functional partnerships with Solution Consulting, Sales business units, Professional Services, Marketing, partners, and the ServiceNow executive team.

• Enhance relationships with existing customers through Customer Business Reviews, a focus on adoption, and regular non-sales interactions.

⛳️ Requirements

• Candidates must reside in a major West Coast or Western US metropolitan area with convenient access to a major airport.

• Preference for candidates located in Sacramento or the State of California.

• Minimum of 5 years in a dedicated people management role supervising enterprise software Account Executives.

• At least 10 years of experience in software or solutions sales, demonstrating a history of high quota achievement and new business success.

• Relevant industry experience selling CRM, CX, Service, CCaaS, FSM, or other applicable front office applications.

• Experience in State & Local Government (public sector) sales, including familiarity with public procurement, contracting mechanisms, and agency purchasing cycles.

• Strong preference for candidates with experience working closely with the State of California and its agencies.

• Ability to thoughtfully integrate AI into work processes, decision-making, or problem-solving is essential.

• Proven capability to build lasting relationships with senior executives and C-level stakeholders, negotiating complex agreements successfully.

• Strong strategic, analytical, and financial planning skills, with accountability for accurate forecasting and opportunity evaluation in CRM systems.

• Established partner relationships and the ability to drive revenue growth through the partner ecosystem.

• Experience in creating self-motivated, collaborative teams that promote a “win as a team” culture.

• Willingness to travel up to 50% as needed.

🏝️ Benefits

• Equity (when applicable).

• Variable/incentive compensation.

• Health plans.

• Flexible spending accounts.

• 401(k) Plan with company match.

• Employee Stock Purchase Plan (ESPP).

• Matching donations.

• Flexible time away plan.

• Family leave programs.