Role Overview
The Enterprise Sales Director - Majors, Public Sector at Sierra is a vital leadership position responsible for building out the public sector business and managing strategic government accounts. This role suits an experienced sales professional with a strong background in government technology acquisition who wants to help redefine how government agencies utilize artificial intelligence.
Key Responsibilities
Own a portfolio of strategic Federal, state, or local government accounts by developing comprehensive territory and account plans, generating qualified pipeline, and consistently achieving revenue targets.
Create opportunities around mission outcomes by building trusted relationships with agency leaders, program executives, technology teams, and procurement officials.
Lead complex sales cycles from initial discovery through final award, orchestrating executive alignment, solution development, business cases, security reviews, and negotiations.
Design paths to contract by navigating direct awards, competitive solicitations, pilots, task orders, and contract vehicles like GSA schedules, GWACs, IDIQs, and BPAs.
Build and execute capture plans with discipline by mapping decision-makers, influencers, competitors, funding sources, and fiscal-year timing.
Develop a productive partner ecosystem by establishing relationships with prime contractors, systems integrators, resellers, distributors, and small-business teaming partners.
Run high-quality bids and proposals in partnership with internal legal, security, product, engineering, and delivery teams.
Help shape the public sector go-to-market motion, account segmentation, capture processes, partner strategies, and repeatable sales playbooks.
Operate as an AI-native seller by leveraging artificial intelligence tools throughout the sales cycle for account research, outreach, call synthesis, and forecasting.
Requirements
Meaningful enterprise technology sales or business development experience, including significant software, cloud, data, or AI solution sales to U.S. government customers.
A demonstrated record of building pipeline, exceeding quota, and closing complex six- and seven-figure opportunities with long sales cycles and multiple stakeholders.
Strong fluency in government acquisition and procurement, including funding cycles, competitive solicitations, proposal processes, and common contract vehicles.
Experience developing and executing capture strategies prior to official solicitation releases.
A strong network and proven ability to work with government technology partners, prime contractors, systems integrators, and resellers.
Excellent executive communication, negotiation, account planning, and forecasting skills.
Comfort operating with high ownership in an early-stage business environment.
Nice to Have
Experience helping launch or scale a public sector business for a high-growth software company.
Established relationships across Federal civilian agencies, state governments, or the government contractor ecosystem.
Familiarity with FAR frameworks, government cloud and security requirements, and commercial implications of FedRAMP High.
Experience shaping and closing outcome-based, usage-based, or nontraditional software agreements in the public sector.
Familiarity with AI, conversational systems, customer experience technology, contact centers, or digital government services.
Experience operating alongside founders or senior executives in high-stakes customer and partner engagements.
Skills and Tools
Enterprise technology sales and business development
Public sector procurement and government acquisition frameworks
Capture planning and contract vehicle navigation
Partner ecosystem development and teaming strategies
Complex enterprise contract negotiation
AI-native sales tools for research, outreach, and forecasting
Salary and Benefits
Annual base salary ranging from $260,000 to $325,000 in USD
Flexible, unlimited paid time off
Comprehensive medical, dental, and vision benefits for employees and their families
Life insurance and disability benefits
Retirement plan options dependent on the country of employment
Parental leave alongside fertility and family building benefits through Carrot
Daily lunch, snacks, and coffee provided at office locations
Discretionary benefit stipend
Free alphorn lessons
Participation in company equity plans
About the Company
Sierra is the leading platform for customer-facing AI agents, partnering with major global brands to transform how they serve customers and grow businesses. The company is primarily based in San Francisco with growing offices across North America, Europe, and Asia. Guided by core values of Trust, Customer Obsession, Craftsmanship, Intensity, and Family, Sierra was co-founded by Bret Taylor and Clay Bavor. The organization recently achieved FedRAMP High certification, enabling the delivery of cutting-edge technology to the U.S. public sector.
How to Apply
Interested candidates should apply directly on the official company careers page.
