Director of Sales, State and Local Government

About the role

Trimble is seeking a strategic sales leader to guide the expansion of our groundbreaking Trimble Unity Asset Lifecycle Management platform across North America. This role will directly influence how state and local governments optimize infrastructure, improve public safety, and modernize communities.

Responsibilities

• Recruit, mentor, and coach a high-performing team of frontline managers and account executives to consistently overachieve ARR quotas.
• Design and execute strategic territory plans and "land and expand" strategies tailored to the unique procurement needs of state and local agencies.
• Drive competitive responses to complex RFPs, utilizing deep familiarity with cooperative purchasing frameworks and government security standards.
• Cultivate vital relationships with system integrators, engineering firms, and channel partners to co-execute enterprise deals and accelerate pipeline generation.
• Partner cross-functionally with product, marketing, and customer success teams to align our SaaS roadmap with evolving public sector compliance requirements.

Requirements

• 10+ years of sales management experience, with a proven track record of leading managers of managers selling to the state and local government sector.
• Strong expertise in enterprise SaaS go-to-market strategies and navigating complex SLED procurement frameworks.
• Exceptional ability to recruit, train, motivate, and develop a diverse, high-performing sales organization.
• Demonstrated experience using established selling methodologies to accurately forecast bookings and drive strategic deal execution.

Essential Skills & Experience

• Substantive knowledge of the AECO industry, the construction lifecycle, or Geographic Information Systems (GIS).
• Hands-on experience helping software organizations successfully transition from perpetual licensing to cloud subscription models.
• Existing relationships with major public sector system integrators or national cooperative purchasing networks.
• Experience managing compliance expectations for GovRAMP, FedRAMP, or state-level security frameworks.

Bonus Points

• Existing relationships with major public sector system integrators or national cooperative purchasing networks.
• Experience managing compliance expectations for GovRAMP, FedRAMP, or state-level security frameworks.

Pay & Benefits

Compensation: 300k-330k OTE Salary + Variable

Benefits: Comprehensive core benefits including Medical, Dental, Vision, Life, Disability, Time off plans, and retirement plans. Additional benefits may vary based on location.