Director of Public Sector Sales

What you'll do

Build and lead Sierra’s public sector sales team:

• Recruit, develop, and lead a team of account executives serving strategic federal, state, or local government accounts. Set clear expectations, coach for performance, and build a culture of customer obsession, accountability, and consistent execution.

Own revenue growth and territory strategy:

• Translate Sierra’s public sector ambitions into territory coverage, account priorities, pipeline goals, and revenue plans. Allocate resources thoughtfully, maintain rigorous forecasts, and drive the team to consistently achieve or exceed revenue targets.

Create opportunities around mission outcomes:

• Build executive relationships with agency leaders and help your team translate priorities such as constituent access, service delivery, workforce effectiveness, and program integrity into compelling AI agent opportunities. Serve as an executive sponsor for strategic accounts.

Guide complex sales cycles from discovery through award:

• Coach account executives through long, multi-stakeholder government buying processes and engage directly at critical moments. Mobilize cross-functional support for executive alignment, solution development, business cases, security and legal reviews, pricing, proposal strategy, negotiation, and close.

Shape acquisition and capture strategy:

• Ensure every priority opportunity has a credible path to contract and a disciplined capture plan. Help the team navigate funding, fiscal-year timing, competitive dynamics, and procurement pathways—including GSA schedules, GWACs, IDIQs, BPAs, state schedules, and cooperative purchasing agreements. Lead deal reviews that surface risks early and turn strategy into clear next steps.

Scale Sierra’s partner ecosystem:

• Partner with public sector and partnerships leadership to build productive relationships with prime contractors, systems integrators, resellers, distributors, small-business partners, and technology providers. Guide decisions about direct sales, subcontracting, teaming, and partner-led transactions to expand customer access and accelerate growth.

Lead strategic prime and teaming relationships:

• Establish executive alignment with key partners and help shape account ownership, deal registration, workshare, and joint go-to-market plans. Ensure partnerships bring meaningful customer access, past performance, implementation capacity, or procurement pathways—and translate into qualified pipeline and successful delivery.

Drive disciplined pursuit and proposal decisions:

• Partner with the Public Sector GM on bid/no-bid recommendations and prioritize resources across strategic pursuits. Align sales, legal, security, product, engineering, and delivery teams to produce procurement responses that are compliant, differentiated, and precise.

Stay accountable for customer success:

• Build trust with senior agency leaders, establish strong handoffs from sales to delivery, and remain engaged through deployment and expansion. Help resolve escalations and ensure commitments made during the sales process support lasting customer relationships.

Build a repeatable public sector go-to-market motion:

• Work with public sector leadership to refine account segmentation, hiring and capacity plans, capture processes, partner strategy, contract-vehicle priorities, and sales playbooks. Bring market signals and customer feedback to product and company leadership to shape Sierra’s platform and public sector strategy.

Lead an AI-native sales organization:

• Embed AI into how the team researches accounts, develops outreach, synthesizes calls, plans opportunities, creates proposals, and forecasts. Model effective use, share successful practices, and help account executives spend more time on judgment, strategy, and customer relationships.

What you'll bring

• 15+ years of selling experience: Extensive experience in enterprise customer-facing sales role, specifically selling to the U.S. government.
• 10+ years managing, mentoring, and developing a high-performing enterprise sales team.
• Enterprise experience: You've run and managed end-to-end complex deals ($1M+).
• Strong fluency in government acquisition and procurement, including funding and budget cycles, competitive solicitations, proposal processes, task orders, and common Federal or state contract vehicles.
• Experience developing and executing capture strategies before a solicitation is released—not simply responding once an RFP is public.
• A strong network and demonstrated ability to work with government technology partners, including prime contractors, systems integrators, resellers, distributors, and small-business teaming partners.
• Sound judgment about direct, channel, prime/subcontractor, and teaming models, with the ability to select and execute the right path for a particular agency and opportunity.
• The ability to build credibility with agency executives, program leaders, contracting and procurement officials, security teams, and technical stakeholders—and to align those groups around a shared path forward.
• Excellent executive communication, negotiation, account planning, and forecasting skills. You are rigorous about details, procurement milestones, and next steps.
• A passion for public sector work and a belief in the potential of government institutions to improve outcomes for the people they serve.
• Comfort operating with high ownership in an early-stage business: you create structure where it does not yet exist, move with urgency, and collaborate deeply across functions.