About this role
Leaders who thrive in complex environments and hold a deep commitment to public service will find this role a natural fit. This person steps into a foundational position as Area Vice President for the public sector, establishing a new sales organization following recent FedRAMP High certification and federal contract wins. Working closely with agency leaders, this leader builds out go-to-market strategies that help government bodies deploy conversational AI agents for constituent services and fraud reporting.
Day-to-day responsibilities involve recruiting sales talent, steering intricate multi-stakeholder procurement cycles, and scaling a robust partner ecosystem of prime contractors and systems integrators. The person in this position establishes disciplined revenue forecasts, shapes capture strategies, and guides the team through long government sales timelines. Success here requires a blend of enterprise sales leadership, deep familiarity with public sector acquisition paths, and the ability to operate effectively within an early-stage business environment.
What you will do
- Recruit, develop, and lead a team of account executives serving strategic federal, state, and local government accounts.
- Translate public sector ambitions into territory coverage, account priorities, pipeline goals, and revenue plans.
- Coach account executives through long, multi-stakeholder government buying processes and engage directly at critical moments.
- Ensure every priority opportunity has a credible path to contract and a disciplined capture plan.
- Build productive relationships with prime contractors, systems integrators, resellers, distributors, and technology providers.
- Partner with the Public Sector GM on bid/no-bid recommendations and prioritize resources across strategic pursuits.
- Embed AI into how the team researches accounts, develops outreach, synthesizes calls, plans opportunities, and creates proposals.
What you need
- Bring 15 or more years of extensive enterprise sales experience specifically selling to the U.S. government.
- Possess 10 or more years of experience managing, mentoring, and developing high-performing enterprise sales teams.
- Demonstrate a track record of running and managing end-to-end complex deals valued at $1M or greater.
- Show strong fluency in government acquisition and procurement, including funding cycles, competitive solicitations, and common contract vehicles.
- Have experience developing and executing capture strategies prior to a solicitation release rather than solely responding to public RFPs.
- Maintain a strong network and demonstrated ability to work with government technology partners and prime contractors.
- Exhibit excellent executive communication, negotiation, account planning, and forecasting skills.
Benefits
- Offers Equity
- Offers Commission
Questions candidates ask
What is the work location policy for this role?
The position is listed as US - Remote.
What is the compensation structure for this position?
The salary ranges from $500K to $520K with additional offers for equity and commission.
What certifications does the public sector team currently hold?
Sierra recently received FedRAMP High certification and was awarded a first contract with a federal agency.