VP, Sales – Government

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

📋 Description

• Take ownership of net-new bookings and revenue growth within city, county, and state government accounts.

• Collaborate with Customer Success on upsell opportunities, while Customer Success manages post-sale retention and renewals.

• Lead and mentor government sales representatives across small to medium-sized businesses, enterprise, and strategic accounts.

• Coach, develop, and recruit members for the sales team, ensuring a strong team structure.

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

• Oversee engagement with high-value prospects and customers, particularly senior public sector stakeholders.

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

• Plan, direct, and manage the direct-government sales strategy.

• Enforce rigorous pipeline qualification and manage the aging of opportunity stages.

• Analyze and improve sales and customer processes.

• Map stakeholders, technical needs, and business processes for targeted accounts.

• Collaborate with Marketing on strategies, campaigns, and demand generation initiatives.

• Work across Technology, Product, Marketing, Engineering, Finance, RevOps, FlightOps, Customer Success, and People & Culture teams.

• Ensure Salesforce compliance and generate reports using Salesforce, Looker, and Gong.

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

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

• Recruit, onboard, develop, recognize, and reward top performers.

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

• Identify training needs and offer development resources.

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

⛳️ Requirements

• 8+ years of experience managing quota-carrying sales representatives.

• Minimum of 3 years in a leadership role within SaaS sales.

• Proven experience selling to the public sector, specifically city and state government.

• Demonstrated success in meeting and exceeding sales targets.

• Experience leading and coaching high-performing sales teams.

• Ability to establish high standards and mentor employees across different experience levels.

• Strong understanding of sales metrics and daily sales numbers.

• Familiarity with coaching tools such as Gong.

• In-depth knowledge of subscription business models.

• Excellent negotiation skills.

• Strong commercial awareness.

• High proficiency with CRM platforms, preferably Salesforce.

• Outstanding written, visual, and verbal presentation skills.

• Skilled at preparing reports, making persuasive sales arguments, and demonstrating value.

• Self-motivated and capable of working independently.

• High emotional intelligence, resilience, tenacity, and a results-oriented mindset.

• Exceptional collaboration abilities.

• Proven history of fostering positive relationships with colleagues and management peers.

• Direct and respectful communication style.

• Bachelor's degree in a business-related field is preferred.

• Experience in geospatial, imagery, mapping, or property intelligence is a plus.

• Background in guiding sales teams through periods of rapid growth or transformation is preferred.

🏝️ Benefits

• 4 additional "YOU" days off each year.

• Company-sponsored volunteering days.

• Generous parental leave policies.

• Work from Overseas Policy with approved cities.

• Discounted Private Health Insurance plans.

• Nearmap subscription.

• Flexible remote working arrangements.

• An inclusive, supportive culture and a safe working environment.