Vice President, Sales

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

📋 Description

• Take full ownership of RSI's sales cycle for state and local government across the United States and Canadian markets.

• Manage the annual revenue objectives with monthly, quarterly, and multi-year forecasts.

• Create and execute sales strategies targeting U.S. states, local government agencies, Canadian provinces, and municipalities.

• Develop comprehensive sales playbooks, strategies, and organizational structures for state and local government sales.

• Build and sustain a multi-jurisdictional sales pipeline while owning the forecasting process and conducting quarterly sales reviews.

• Establish disciplined sales operations featuring standardized sales stages, forecasting methods, win/loss evaluations, and consistent CRM usage.

• Lead intricate government procurement processes, including opportunity assessment, decision-maker identification, and stakeholder engagement.

• Cultivate relationships with elected officials, appointed executives, and department leaders.

• Formulate pre-RFP strategies by engaging executives, tracking legislation and budgets, and coordinating government relations.

• Deliver executive presentations and steer sales from initial contact through contract award and project initiation, subsequently transferring to delivery and client success.

• Supervise government RFP and RFI evaluations, bid/no-bid decisions, and responses.

• Lead the proposal development process and maintain a streamlined proposal methodology.

• Coordinate proposal pricing and manage cost assessments with delivery, product, finance, and other departments.

• Create alternative pricing and contracting frameworks while defining risk and negotiation parameters.

• Articulate RSI's value propositions and positioning for state and local government markets.

• Drive marketing strategy and execution, encompassing lead generation, events, conferences, branding, and content creation.

• Keep abreast of government and industry media, trends, competitors, and technological developments.

• Direct competitive intelligence efforts and transform market insights into sales and product contributions.

• Project and model addressable markets.

• Collaborate cross-functionally with delivery and product teams to accurately scope and resource deals.

• Evaluate market needs for products, enhancements, and adjacent offerings, and develop go-to-market strategies accordingly.

• Recruit, mentor, and develop the sales, proposal, and marketing teams.

• Establish individual and team objectives, fostering a culture of accountability, learning, and employee retention.

• Report directly to the Chief Executive Officer.

⛳️ Requirements

• Bachelor's degree or equivalent experience in business, marketing, or a related discipline.

• Over 10 years of direct management experience leading sales and marketing teams focused on selling software solutions to U.S. state or local governments.

• At least five years of experience in selling complex, enterprise SaaS solutions and services.

• Proven history of achieving or surpassing sales targets.

• Practical experience with the RFI, RFP, award, and project initiation processes for government contracts.

• Familiarity with developing competitive pricing and cost estimations for government proposals.

• Experience engaging with state and local government executives and departmental management.

• Background in tax and compliance is a plus.

• Proficient in CRM systems and advanced Excel skills.

• Willingness to travel 30% to 50% based on opportunities.

• Strong strategic and analytical thinking abilities.

• Resilience to navigate lengthy government sales cycles until contract finalization.

• Excellent executive presentation and communication skills.

• Strong relationship-building capabilities with public-sector stakeholders and internal teams.

• Collaborative judgment to balance risk with caution.

• Unwavering integrity and high ethical standards.

🏝️ Benefits

• Equal opportunity employment.

• Employee experience driven by integrity, customer commitment, caring for people, innovation, inclusion, and responsibility.