Head of Public Sector Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Head of Public Sector Sales based in United States.

This role offers the opportunity to lead public sector sales strategy for an innovative technology solution addressing critical environmental and safety challenges.
You will build and scale government sales initiatives across federal, state, and local markets while helping organizations respond faster to wildfire threats.
The position combines strategic leadership, enterprise sales expertise, and mission-driven impact within a fast-growing technology environment.
You will shape go-to-market strategies, develop key government relationships, and drive complex sales cycles from prospecting through contract execution.
Working closely with cross-functional teams, you will influence commercial growth while helping public agencies access advanced AI and IoT capabilities.
This is a unique opportunity for an experienced sales leader passionate about climate technology, public safety, and creating measurable societal impact.

Accountabilities:

The Head of Public Sector Sales will lead the development and execution of public sector revenue strategies, building strong government relationships and scaling sales operations across federal, state, and local markets. This role requires a strategic sales leader who can navigate complex procurement environments, manage executive relationships, and drive sustainable growth.

• Lead and scale the public sector sales organization, driving revenue growth across new and existing government accounts.
• Develop and execute go-to-market strategies tailored to federal, state, and local government segments.
• Build and manage relationships with government agencies, strategic partners, and senior-level stakeholders.
• Navigate complex government procurement processes, including contracts, RFP responses, pricing strategies, negotiations, and long-term agreements.
• Provide expertise on government contracting requirements and help position solutions effectively across public sector markets.
• Partner with government affairs teams to develop strategies that create long-term business opportunities.
• Own territory planning, prospecting, proposal development, customer presentations, negotiations, and contract execution.
• Collaborate with Customer Success teams to support customer satisfaction, retention, and expansion opportunities.
• Work cross-functionally with Sales, Marketing, Product, Operations, and Finance teams to refine market strategies and competitive positioning.
• Assess market trends, competitive landscapes, and customer needs to inform product and commercial strategies.
• Support operational execution of new deployments by coordinating with internal teams and customer stakeholders during critical implementation periods.
• Coach, mentor, and develop sales team members while building a high-performing public sector sales organization.

Requirements:

The ideal candidate will bring extensive public sector sales experience, strong leadership capabilities, and a proven ability to manage complex enterprise technology sales cycles. They should be comfortable operating in a fast-paced growth environment and passionate about using technology to solve meaningful challenges.

• 10+ years of experience in public sector and technology sales, including enterprise software, infrastructure, networking, cloud services, managed services, or related solutions.
• 5+ years of sales leadership experience with demonstrated success building and scaling sales organizations.
• Proven ability to develop and execute go-to-market strategies across federal, state, and local government markets.
• Strong understanding of public sector procurement processes, contracting environments, and government buying cycles.
• Demonstrated success managing complex, multi-stakeholder sales cycles involving executive-level decision makers.
• Experience developing strategic partnerships and maintaining senior customer relationships.
• Excellent written and verbal communication skills with strong presentation, negotiation, and storytelling abilities.
• Highly organized with strong attention to detail and the ability to manage multiple priorities.
• Competitive, adaptable, and results-oriented with a strong drive to exceed revenue goals.
• Strong coaching and team development mindset with experience empowering sales professionals.
• Ability to travel approximately 25% to support customer and partner engagements.

Benefits:

The organization offers a competitive compensation package designed to support employees while recognizing their impact and contributions.

• Competitive compensation based on experience, qualifications, skills, and geographic location.
• Equity eligibility for regular full-time employees.
• Benefits aligned with local market standards and employment requirements.
• Health coverage options to support employee well-being.
• Retirement or pension contribution programs where applicable.
• Paid time off and vacation benefits.
• Opportunity to work on meaningful technology that helps address critical wildfire and public safety challenges.
• Collaborative, mission-driven environment within a growing technology company.
• Opportunity to influence commercial strategy and shape the future of public sector growth.