Director, CRM Sales (State & Local Government)

Quick Facts

• Role: Director of CRM Sales for State & Local Government (SLG) in the Western US

• Team leadership: Manage 5–8 CRM Account Executives

• Focus: New business growth and expansion across public sector customers

Description

Lead a regional CRM sales team driving new business and expansion for State & Local Government customers across the Western US. You will own pipeline/forecast accuracy and execute the regional CRM go-to-market strategy, partnering cross-functionally to support complex pursuits and C-level relationships. You will also grow existing customers through adoption focus and Customer Business Reviews.

Responsibilities

• Lead, coach, and develop a team of 5–8 CRM Account Executives

• Recruit, retain, and performance-manage top talent

• Deliver accurate forecasts and inspect pipeline; achieve quarterly and annual sales targets

• Proactively assist Field Sales Teams in closing opportunities

• Build and execute the regional CRM go-to-market strategy with Sales Operations (competitive positioning and market presence)

• Engage in territory design, quota setting, and establishing clear performance expectations

• Partner on account and territory planning, executive relationship development, and transformational CRM pursuits

• Engage C-level meetings and agency leaders to understand constituent service, contact center, field operations, citizen experience, and related priorities

• Build cross-functional partnerships with Solution Consulting, other Sales BUs, Professional Services, Marketing, the partner community, and the executive team

• Grow existing customers via Customer Business Reviews, adoption focus, and regular non-sales engagement

Requirements

• 5+ years in a dedicated people management role leading enterprise software AEs

• 10+ years of software or solutions sales experience with high quota attainment and new business success

• Domain experience selling CRM/CX/Service/CCaaS/FSM or other transferable front office applications

• State & Local Government (public sector) sales experience, including public procurement and contracting vehicles/agency buying cycles

• Proven ability to build long-term senior/C-level relationships and negotiate complex deals

• Strong strategic, analytical, and financial planning skills; ownership of accurate forecasting and opportunity inspection in CRM systems

• Proven partner relationships and ability to grow revenue through the partner ecosystem

• Experience building self-motivated, collaborative teams with a “win as a team” culture

• Willingness to travel up to 50%

• Location: based in a major West Coast or Western US metro with reasonable drive access to a major airport (Sacramento/California strongly preferred)

Benefits

• Base pay guideline: $153,750–$253,700, plus equity (when applicable), variable/incentive compensation, and benefits

• Health plans including flexible spending accounts

• 401(k) plan with company match

• ESPP

• Matching donations

• Flexible time away plan and family leave programs