Workforce Sales Lead

About the role

This position is for a dedicated individual to spearhead our engagement with state governments. You will be instrumental in translating our existing success with state agencies into secured contracts and establishing a repeatable sales framework.

Key facts

What you'll do

• Manage the entire sales cycle for state government opportunities, from initial contact through to deal closure.
• Cultivate strong, trusting relationships with various stakeholders within state agencies, including program directors and procurement officials.
• Contribute to the development and refinement of our sales strategies and processes for the state government sector.
• Monitor and analyze state budget cycles, policy shifts, federal funding streams, and competitor activities to inform our go-to-market approach.
• Ensure effective communication and alignment between sales efforts and other internal teams such as Customer Success and Product.

Requirements

• Extensive understanding of state workforce development systems, including their operational structures, procurement methods, success metrics, and key influencers.
• A substantial professional network within workforce development, state labor, or economic development sectors that can be activated.
• Familiarity with state government procurement processes, including Request for Proposals (RFPs), sole-source acquisitions, and Master Service Agreements (MSAs).
• Demonstrated ability to manage sales cycles that typically last 6 to 12 months or longer, with a disciplined approach to pipeline management.
• Strong consultative selling skills, characterized by insightful questioning, active listening, and problem-solution alignment.
• High degree of initiative and excellent written communication skills, enabling independent process management and clear documentation.

Nice to have

• Prior experience selling Software as a Service (SaaS) or technology platforms to state workforce or labor agencies.
• Knowledge of federal workforce funding programs such as WIOA, RESEA, or TAA.
• Established relationships with leadership at state workforce agencies.
• Experience working within a startup sales environment where processes are still evolving.

Skills & tools

• Consultative sales
• Pipeline management
• State government procurement
• Relationship building
• Written communication

Practical notes

• This role requires travel approximately one to two times per month to engage with state and federal agency stakeholders.
• We offer unlimited Paid Time Off (PTO), a budget for career development, and technology reimbursement.
• The hiring process is expected to take around 6 weeks and includes an online application, initial screening, interviews with the hiring manager and final stakeholders, and a performance challenge.