Head of State Government Sales

OptiRoi Media; United States; Remote; USD 80,000 - 150,000; Full time

Job summary

An innovative firm is seeking a Head of Government Sales to lead a dynamic sales team dedicated to providing cutting-edge technology solutions to state governmental agencies. This pivotal role involves building strong relationships with key stakeholders, securing contracts, and shaping policies that enhance the company's interests in the public sector. The ideal candidate will possess a proven track record in SaaS enterprise sales, particularly within regulated industries, and demonstrate exceptional leadership and negotiation skills. Join a forward-thinking organization that values collaboration and empowers its employees to make a meaningful impact in the child care technology space.

Benefits

Health Benefits

Flexible PTO

Employee Wellness Reimbursements

Parental Leave Policies

Co-working Space Reimbursements

Qualifications

• Expert in setting compensation plans with a strong SaaS sales background.
• Demonstrated sales track record with experience closing large deals.

Responsibilities

• Lead a high-performing sales team focused on selling to state agencies.
• Build relationships with government stakeholders to secure contracts.

Skills

SaaS Enterprise Sales

Government Procurement Processes

Sales Strategy Development

Relationship Building

Team Leadership

Negotiation Skills

Adaptability

Job description

Wonderschool is harnessing the power of technology to provide comprehensive support to child care providers operating out of their homes as well as in the government and non-profit sectors. Our products enable child care providers to create high-quality environments and meet the demands of their business, while also helping parents in need of childcare solutions through the creation of an accessible marketplace.

Wonderschool is seeking a Head of Government Sales who is passionate about contributing to our mission and purpose. The Head of Government Sales will lead a high-performing sales team and focus on selling Wonderschool’s technology solutions to state governmental agencies. Building strong relationships with key stakeholders at state governmental agencies across multiple states is paramount to succeeding in this role.

Responsibilities:

• Grow revenue by securing contracts with state agencies and owning the government sales pipeline and execution process.
• Build and maintain strong working relationships with key government stakeholders, including elected officials and their staff, relevant agencies and regulators, and industry associations; work with relevant stakeholders to influence legislation and shape policies favorable to the company's interests.
• Demonstrate a track record of operational and managerial excellence with examples of collaborative work with internal teams and external stakeholders to align company sales goals with public sector needs.
• Develop forecasts and bottoms-up hypotheses on how the business will grow and which levers to prioritize for scale. Align to annual management target and report the above numbers and learnings to leadership.
• Refine sales enablement processes and deal management, including deal desk, sales qualification, and process.
• Successfully navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals.
• Develop targeted sales strategies and tactical penetration plans for various state and local government agencies.
• Lead sales team hiring by providing coaching and support where necessary.

Required Qualifications:

• Expert in setting compensation plans.
• Strong background in SaaS enterprise sales, preferably in GovTech or similar regulated industries.
• Demonstrated sales track record with experience closing $1MM - $15MM+ ARR deals to state governments.
• Intricate familiarity with government procurement processes.
• Demonstrated experience leading a team.
• Understanding of the broad competitor landscape for child care technology solutions in government.
• Ability to quickly adapt and clearly articulate value propositions.
• Ability to work cross-functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process.
• Demonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve.
• High comfort level and presence with senior government executives.

What We Offer:

Wonderschool offers a competitive benefits package, including the following:

• Wonderschool provides the wage ranges it reasonably and in good faith expects to pay for all remote roles and as otherwise required by applicable law.
• Health benefits offer up to 100% coverage for employee premiums and up to 80% for dependents.
• Wifi, Employee Wellness, and co-working space reimbursements offered to all employees.
• A flexible PTO plan, paid holidays, and mental wellness days.
• Highly competitive parental leave policies, eligible to qualified individuals after 6 months of employment.
• An autonomous workplace that prioritizes health and wellness to ensure our employees can produce their best work while achieving their personal and professional goals.

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Tell us about your experience working with State Consultants to pass bills and secure appropriations?

Tell us about your experience selling to State Governments.

Tell us about your experience selling SaaS solutions.

Tell us about your experience managing long sales cycles.

What’s the largest deal you’ve closed?

Are you able to be in the SF office 3 days a week when not traveling?

What level of travel can you commit to? We expect this role to require a lot of traveling.