VP, Sales – Government

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

📋 Description

• Take ownership of new bookings and expansion revenue within government accounts.

• Collaborate with Customer Success to identify upsell opportunities.

• Lead and mentor government sales representatives across SMB, enterprise, and strategic accounts.

• Translate the company vision into individual goals, OKRs, and KPIs.

• Personally engage with high-value prospects and senior public-sector stakeholders.

• Set and track weekly, monthly, and quarterly activity and performance targets.

• Plan, direct, and oversee the sales strategy for direct government accounts.

• Ensure rigorous pipeline qualification and manage stage aging.

• Analyze and enhance sales and customer processes.

• Map stakeholders, technical requirements, and business processes for target accounts.

• Collaborate with Marketing on strategy, campaigns, and demand generation.

• Work cross-functionally with Technology, Product, Marketing, Engineering, Finance, RevOps, FlightOps, Customer Success, and People & Culture.

• Establish Salesforce compliance and create reporting using Salesforce, Looker, and Gong.

• Utilize AI tools for business analysis, forecasting, and strategic account planning.

• Provide performance reporting, insights, and accountability for forecasts.

• Recruit, onboard, develop, recognize, and reward high-performing individuals.

• Foster a culture of accountability through objectives, KPIs, coaching, and feedback.

• Conduct team meetings, one-on-ones, coaching sessions, side-by-sides, and call shadowing.

• Identify training and development requirements and provide necessary resources.

• Generate additional revenue opportunities through initiatives or projects led by the SVP Sales, Commercial, and Government.

⛳️ Requirements

• Minimum of 8 years of experience managing quota-carrying representatives.

• At least 3 years in a SaaS sales leadership position.

• Experience in selling to the public sector, especially city and state government.

• Demonstrated success in meeting and exceeding sales targets.

• Proven leadership skills in developing and coaching high-performing teams.

• Strong understanding of sales metrics and daily sales figures.

• Experience with coaching tools such as Gong.

• Comprehensive knowledge of subscription business models.

• Excellent negotiation abilities.

• Strong commercial insight.

• High proficiency in CRM platforms, preferably Salesforce.

• Exceptional written, visual, and verbal presentation capabilities.

• Ability to prepare reports, present compelling sales arguments, and effectively sell value.

• Self-motivated and self-directed, with high emotional intelligence, composure, tenacity, and a results-oriented approach.

• Outstanding collaboration skills and a proven track record of building positive relationships.

• Direct and respectful communication style.

• Preferred: Bachelor's degree in a business-related field.

• Preferred: Experience in geospatial, imagery, mapping, or property intelligence.

• Preferred: Experience leading sales teams through periods of rapid growth or transformation.

🏝️ Benefits

• Four additional "YOU" days off each year.

• Company-sponsored volunteering days.

• Generous parental leave policies.

• Work from Overseas Policy—explore the world in approved cities while you work.

• Discounted Private Health Insurance plans.

• A Nearmap subscription.