VP, Sales - Government

About the role

We're looking for a Vice President Sales, Government to build and lead the team that puts Nearmap's aerial imagery and property intelligence into the hands of the agencies planning, protecting, and maintaining America's communities.

Responsibilities

• Own and drive both net-new bookings and expansion revenue within existing government accounts, partnering closely with Customer Success to identify and execute upsell opportunities.
• Lead and coach a team of government sales reps spanning SMB through enterprise and strategic accounts, with deal sizes from five figures to $1M+
• Coach up, and where needed coach out and backfill, supporting the team to find net-new and upsell opportunities across their territories.
• Cascade the company vision into individual goals, OKRs, and KPIs so the team's daily work ladders up to Nearmap's strategy.
• Manage sales engagement personally for high-value prospects and customers, building strong relationships with senior public sector stakeholders alongside our other sales leaders.
• Plan, direct, and control sales strategy to meet targets for direct government accounts, and develop and execute a sales plan aligned to the broader strategic plan.
• Analyze, evaluate, and optimize sales and customer processes, and manage initiatives aimed at improving the efficiency of the existing operation.
• Map key stakeholders, technical requirements, and business process for target accounts.
• Partner with Marketing on strategy, campaigns, and demand generation, and contribute input into new products, marketing techniques, and incentive schemes.
• Create a culture of accountability with clear objectives, KPIs, and processes, and drive high performance through consistent coaching and quality feedback.
• Run regular team meetings, one-on-ones, coaching sessions, side-by-sides, and call shadowing to review performance, share knowledge, and develop the team.
• Identify training and development needs and provide the resources to close them.
• Drive additional revenue opportunities by applying incremental programs or projects initiated by the SVP Sales, Commercial and Government.

Qualifications

• 8+ years of experience managing quota-carrying reps, including at least 3 years in a SaaS sales leadership role.
• Experience selling into the public sector, particularly city and state government.
• Demonstrated ability to lead effective sales teams with a proven track record of meeting and exceeding sales targets.
• Prominent leadership capability developing and coaching high-performing teams, with the ability to set high standards and mentor an evolving workforce at varying levels of experience.
• Strong command of sales numbers and daily sales metrics, with experience coaching using tools such as Gong.
• Thorough understanding of subscription business models and strong negotiation skills.
• Strong commercial acumen and the enthusiasm to coach at all levels.
• High competence with CRM platforms, ideally Salesforce.
• Excellent written, visual, and verbal presentation skills, with the ability to prepare reports, make a compelling sales argument, and sell value.
• Self-motivated and self-directed, with strong emotional intelligence, composure, tenacity, and a results-driven mindset.
• Exceptional collaboration skills and a hunger to exceed customer expectations, with a track record of building positive relationships with colleagues and management peers.
• Direct and respectful communication style and a strong brand ambassador for the business.

Preferred Qualifications

• Bachelor's degree in a business discipline.
• Experience in geospatial, imagery, mapping, or property intelligence.
• Experience leading sales teams through a period of rapid growth or transformation.