Public Sector Lead

About the role

This senior individual contributor will manage a portfolio of large, strategic public sector accounts, driving new business and expansion revenue. You will handle the full sales cycle for enterprise deals with minimal oversight, navigate complex buying processes, and mentor less experienced team members. This position requires a "Practice Lead" approach to managing the public sector vertical within your assigned territory.

Key facts

What you'll do

• Manage and expand a book of enterprise accounts, typically those with $1B+ revenue or similar strategic scale, overseeing the entire sales cycle.
• Develop and execute account strategies, building relationships across various stakeholders including economic buyers, technical evaluators, and executive sponsors.
• Lead intricate negotiations, including legal, procurement, and security review processes.
• Maintain accurate sales forecasts and manage a pipeline sufficient to meet quota.
• Collaborate with Solutions Engineering, Customer Success, Legal, and Product teams to structure deals and overcome obstacles.
• Represent customer feedback internally to influence product development and go-to-market strategies.
• Provide mentorship and coaching to junior sales representatives on deal strategy, objection handling, and account planning.
• Ensure diligent CRM data entry and contribute to improvements in sales processes.

Requirements

• At least 10 years of experience in enterprise (B2B) sales, consistently exceeding quotas for deals with 6-12+ month sales cycles.
• Proven ability to sell to VP/C-level executives and manage deals involving multiple stakeholders and departments.
• Demonstrated success selling into Public Sector and Enterprise Accounts, with established relationships in this ecosystem (direct and channel sales).
• Strong understanding of structured sales methodologies such as MEDDIC or Command of the Message.
• Experience navigating procurement, legal, and security review processes within large organizations.
• Excellent executive presence, with strong written and verbal communication skills suitable for boardroom presentations.
• Ability to operate with significant autonomy, setting account strategy with minimal managerial input.
• Trusted to lead the most complex and high-value deals in the territory.
• Recognized as a valuable resource by peers and cross-functional partners.
• Contributes to team-level process improvements beyond individual quota attainment.

Practical notes

This role offers competitive salaries, a meaningful bonus program, and excellent benefits including healthcare, pension/retirement matching, comprehensive life insurance, an employee assistance program, and paid time off. Candidates will undergo a comprehensive criminal background check, education verification, and employment verification upon conditional offer. Publicly posted social media sites may also be reviewed.