Vice President – Government Sales

Job Responsibilities

• Own overall sales performance, revenue attainment and market expansion across federal, state and local governments
• Lead, develop and inspire a sales organization of 60+ professionals, including five Regional Sales Managers and their teams
• Establish a high-performance culture centered on urgency, customer value and execution excellence
• Drive attainment of annual, quarterly and monthly targets while improving predictability and consistency of results
• Develop sales managers and frontline sellers through hands-on coaching, mentoring and performance management
• Elevate sales skills in key areas, e.g., discovery, value articulation, competitive positioning, executive presentations, negotiation and closing strategies
• Establish consistent sales methodologies and best practices across the organization
• Improve win rates through stronger deal strategy and opportunity management
• Execute go-to-market strategies focused on AI-powered solutions, digital transformation initiatives and emerging government technology opportunities
• Lead market expansion efforts within strategic government accounts and high-growth prospect segments
• Translate market intelligence into actionable sales strategies and growth plans
• Identify and capitalize on new opportunities within government legal, technology and innovation organizations
• Build and maintain relationships with senior government stakeholders, including agency executives, procurement leaders, CIOs, CAIOs, innovation offices and court leadership
• Participate directly in high-value customer engagements, strategic negotiations and executive-level presentations
• Serve as an executive sponsor for key accounts and transformational opportunities

Requirements

• 10 years' progressive sales leadership experience, including leadership of large, quota-carrying sales organizations
• Proven success leading enterprise sales teams serving government, public sector, technology, SaaS, legal technology, information services or related markets
• Demonstrated track record of consistently exceeding revenue and growth targets
• Experience managing multiple layers of sales leadership, including regional managers and enterprise sales teams
• Strong experience in pipeline management, forecasting, territory planning and sales performance optimization
• History of driving both customer retention and significant new business acquisition
• Deep understanding of government procurement
• Experience selling complex technology, software, information services, AI solutions or enterprise platforms into government agencies
• Familiarity with government contracting processes, purchasing vehicles, compliance requirements and public-sector buying cycles
• Established relationships within government agencies, courts or public-sector technology organizations preferred
• Exceptional sales coaching and talent development capabilities
• Strong executive presence and communication skills
• Ability to influence senior leaders, customers and cross-functional stakeholders
• Data-driven decision maker with strong analytical and forecasting capabilities
• Demonstrated ability to lead organizational change and accelerate growth in evolving markets.

Core Competencies

Demonstrates extensive sales leadership capabilities with a focus on driving revenue growth and market expansion within government sectors. Proven ability to develop high-performing sales teams, implement effective sales strategies, and build strong relationships with senior government stakeholders.

Highest-signal resume keywords

• Sales Leadership
• Pipeline Management
• Government Procurement
• Sales Coaching
• Data-Driven Decision Making

ATS Optimization Keywords

Hard Skills

• Revenue Attainment
• Sales Performance Optimization
• Forecasting
• Territory Planning
• Negotiation Strategies
• Executive Presentations
• Complex Technology Sales
• AI Solutions Sales
• Sales Methodologies
• Opportunity Management

Soft Skills

• Influencing Senior Leaders
• Exceptional Communication Skills
• Talent Development
• Organizational Change Leadership

Industry Keywords

• Public Sector
• Government Technology
• SaaS
• Legal Technology
• Information Services
• Government Contracting
• Public-Sector Buying Cycles
• Emerging Technology Opportunities