State and Local Government Sales Manager

About the role

You will lead a team of sales managers and executives focused on acquiring and expanding corporate-level accounts within the state and local government sector. This role involves driving revenue growth for a team managing over $27M in annual business. You will act as an executive sponsor and mentor to ensure the team meets its quarterly and annual objectives.

Key facts

What you'll do

• Direct a sales organization focused on corporate, mid-market, and large-market public sector accounts.
• Oversee pipeline reporting to ensure accuracy and predictability in forecasting.
• Coach direct reports on sales strategy, velocity pipeline management, and opportunity handling.
• Recruit and retain high-performing sales professionals.
• Provide training on corporate public sector sales motions, including product presentations and legal collaboration.
• Develop relationships with executive-level prospects and existing clients.
• Collaborate with internal departments like Professional Services and Implementation to secure large engagements.
• Maintain up-to-date knowledge of the competitive landscape to support proposal and pricing development.

Requirements

• Bachelor's degree or higher.
• Minimum 7 years of experience leading teams in high-growth technology sales or services, with a preference for public sector experience.
• Minimum 5 years of experience selling SaaS solutions.
• Proven history of exceeding sales quotas and revenue targets.
• Experience with corporate sales methodologies such as MEDDIC, Value Selling, or solution selling.
• Proficiency with CRM platforms like Salesforce or Microsoft Dynamics.
• Strong analytical, communication, and conflict resolution skills.
• Preference for candidates based at the Provo, Utah headquarters.

Nice to have

• Experience providing professional impact to government clients and partners.

Skills & tools

• SaaS sales
• Public sector sales
• Pipeline management
• Salesforce
• Microsoft Dynamics
• MEDDIC
• Value Selling
• Solution selling

Practical notes

• Compensation includes salary plus uncapped commissions and accelerators.
• Benefits include private health insurance, an annual experience bonus, and a quarterly wellness stipend.
• The company follows a hybrid work model requiring three days in the office per week (Mondays, Thursdays, and one leader-selected day).
• Promotions are performance-based.
• Qualtrics provides reasonable accommodations for individuals with disabilities during the application and interview process.