Director, Sales - California

About the role

We are seeking a dynamic and strategic Sales Director to lead a high-performing team of Account Executives focused on selling innovative technology solutions to Local Government agencies. This role is pivotal in driving revenue growth, expanding market share, and deepening relationships within the public sector.

Responsibilities

• Deliver financial results through accurate forecasting, budget planning, and proactive variance management.
• Build a high-performing team by recruiting, developing, and retaining top sales talent, while fostering a culture of accountability, coaching, and continuous improvement.
• Execute operational excellence by contributing market insights to strategic planning, resolving challenges swiftly, and implementing scalable sales systems and processes.
• Align with national goals by setting clear sales objectives and quotas that support broader organizational priorities.
• Expand our white space through strategic account planning, vertical marketing tactics, and deep relationship-building with key stakeholders in local agencies.
• Influence product strategy by identifying platform opportunities and surfacing customer needs and competitive trends.
• Stay ahead of the curve by continuously developing your expertise and sharing insights across the organization.
• Drive business unit success by consistently meeting and exceeding quarterly quota targets.

Qualifications

• A passion for building and leading high-performing sales teams and driving results in the government technology space.
• Experience managing 6–10 Account Executives and coaching them through complex $25K+ deals.
• Experience leading and building high performing, new logo sales teams.
• A strategic mindset for account planning, quota setting, and pipeline management across diverse local agency opportunities.
• A knack for balancing forecasting, budgeting, and corrective actions to meet financial goals.
• Proven success in recruiting, developing, and retaining top sales talent, while fostering a culture of accountability and growth.
• The ability to juggle multiple priorities in a fast-paced environment with confidence and flexibility.
• A data-driven approach to sales operations, including trend analysis, process improvement, and change implementation.
• A customer-first attitude, with a focus on expanding relationships, identifying new opportunities, and influencing product direction.
• A commitment to continuous learning, staying current on industry trends, and sharing insights across the organization.
• A competitive spirit, goal-oriented mindset, and the tenacity to exceed quarterly targets and scale impact across the local market.

Pay

Pay Range: USD $125,000.00 - USD $165,000.00 /Yr.