Workforce Sales Lead

About the role

We're seeking a Workforce Sales Lead to join our Growth team as our first hire dedicated to state government. This is the role that converts FutureFit AI's momentum with state agencies into signed contracts and a repeatable motion. You will be the primary day-to-day driver of our state government pipeline: running discovery, navigating procurement, building multi-stakeholder relationships, and getting contracts signed.

Responsibilities

• Identify, qualify, and pursue opportunities with state workforce agencies, state labor departments, and state economic development bodies.
• Own the pipeline from first contact through signed contract.
• Run discovery, manage multi-stakeholder relationships, develop proposals, navigate procurement, and close deals.
• Build trusted relationships across the buyer org — from program directors and workforce commissioners to procurement leads and deputy secretaries.
• Work closely with teammates who own RFP strategy and policy to ensure our responses are sharp, differentiated, and accurate.
• Stay close to state budget cycles, policy priorities, federal funding flows (WIOA, TAA, and others), and competitive activity.
• Document what works, surface patterns, and contribute to a repeatable motion that scales beyond you.
• Keep Customer Success, Product, and leadership in the loop on deal context, customer needs, and signals from the market.

Requirements

The right person for this role understands how state agencies make decisions, knows how to earn credibility in rooms where technology skepticism is high, and has the patience and persistence that long-cycle government sales demands. This is a builder role: you will help shape the playbook, not just execute it.

Qualifications

• Deep knowledge of the state workforce ecosystem — how agencies are structured, how they buy, how they measure success, and who the influential players are.
• A meaningful network in workforce development, state labor, or economic development that you can activate.
• Familiarity with how state government procurement works: RFPs, sole-source processes, MSAs, and the informal dynamics that move decisions along.
• Comfort with long sales cycles (6–12+ months) and the discipline to manage a pipeline that doesn't move fast.
• Strong consultative instincts: you ask great questions, listen carefully, and connect a solution to a real problem rather than leading with features.
• High agency and strong written communication: you drive your own process, document clearly, and don't wait to be managed.

Skills

• Direct experience selling SaaS or technology platforms to state workforce or labor agencies.
• Working knowledge of WIOA, RESEA, TAA, or other federal workforce funding programs.
• Existing relationships with state workforce agency leadership in one or more states.
• Experience working in or alongside a startup sales team, where the playbook is still being written.

Benefits

• Unlimited PTO
• Career Development Budget
• Technology reimbursement
• Flexible schedules built on trust

Pay

Base salary range: USD $130,000 to $160,000, benchmarked to the middle of the market for comparable venture-backed companies.

Schedule

Regular travel to build and maintain relationships with state and federal agency stakeholders. Expect to travel approximately once or twice per month, with occasional spikes around procurement cycles, conferences, and offsites.

Location

Remote, US

Company Snapshot

Team: 30-50 across US and Canada (hubs in NYC and Toronto)

Customers: Workforce development agencies and intermediaries, government agencies, employers

Industry: SaaS/AI technology

Funding: Bootstrapped 0-1, then raised funding led by JP Morgan

Structure: Growth, Customer Success, Product, Engineering, Data, People & Culture, Finance & Operations

Core Principles

• Be Curious
• Drive to Outcomes
• Raise the Bar
• Speed Matters
• Own It
• We Over Me

Use of AI in Hiring

• Screening support: AI may help us compare applications against the skills and experience required for a specific role. These skills are defined by the hiring team for each position. A human reviews each application, with the AI assessment as just one input.
• Interview support: In some interviews, we may use an AI notetaker to summarize the discussion so interviewers can focus on being present in the conversation.
• Insights, not decisions: AI provides data points to support our team’s evaluation but does not make or recommend final hiring decisions. Every hiring decision is made by people.

Equal Opportunity Employer

We are proud to be an equal opportunity workplace. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, religion, color, gender identity, sexual orientation, age, disability, veteran status, or other applicable legally protected characteristics. We encourage people of different backgrounds, experiences, abilities, and perspectives to apply.