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Enterprise Sales Director - Majors, Public Sector

Sierra· Sales
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San Francisco, CA, New York, NY, Atlanta, GA, Washington, D.C.$315k - $355kFull-timePosted 1mo ago

About the role

Enterprise Sales Director focusing on building Sierra’s public sector business, owning strategic Federal, state, or local government accounts, and leading complex multi-stakeholder sales cycles to achieve revenue targets.

Responsibilities

  • Build Sierra’s public sector business: Own a portfolio of strategic Federal, state or local government accounts, develop territory and account plans, build qualified pipeline, and consistently achieve or exceed revenue targets.
  • Create opportunities around mission outcomes: Develop trusted relationships with agency leaders, program executives, technology teams, procurement officials, and other stakeholders. Translate priorities into compelling AI agent opportunities.
  • Lead complex sales cycles from discovery through award: Orchestrate executive alignment, solution development, business cases, security and legal reviews, pricing, proposal strategy, negotiation, and close across long, multi-stakeholder government buying processes.
  • Design the path to contract: Understand how each customer can buy and shape a practical acquisition strategy early. Navigate direct awards, competitive solicitations, pilots, task orders, and contract vehicles.
  • Build and execute capture plans: Qualify opportunities with discipline; map decision-makers, influencers, incumbents, competitors, funding sources, fiscal-year timing, acquisition milestones, and win themes; lead internal cadence from demand to award.
  • Develop Sierra’s partner ecosystem: Build relationships with prime contractors, systems integrators, resellers, distributors, small-business partners, and other technology providers; decide on direct sales vs. subcontracting vs. teaming.
  • Shape prime and teaming relationships: Identify where Sierra can strengthen a prime contractor’s solution and where partners can provide access, past performance, or procurement pathways; negotiate alignment, deal registration, and go-to-market plans.
  • Run high-quality bids and proposals: Collaborate with public sector leadership, legal, security, product, engineering, and delivery teams on RFIs, RFPs, sources sought, oral presentations, and other procurement responses; ensure submissions are compliant and compelling.
  • Operate as part of the customer’s team: Earn trust across senior agency leadership and working teams through mission understanding and accountable delivery.
  • Help build the public sector go-to-market motion: Improve account segmentation, capture process, partner strategy, contract-vehicle roadmap, forecasting, and repeatable sales playbooks; relay market signals to product and leadership.
  • Operate as an AI-native seller: Use AI throughout the sales cycle for research, outreach, call synthesis, opportunity planning, proposal development, and forecasting.

Qualifications

  • Meaningful enterprise technology sales or business development experience, including significant experience selling software, cloud, data, or AI solutions to U.S. government customers.
  • Proven 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 and budget cycles, competitive solicitations, proposal processes, task orders, and common contract vehicles.
  • Experience developing and executing capture strategies before solicitation is released.
  • Strong network with government technology partners, including primes, systems integrators, resellers, distributors, and small-business partners.
  • Judgment on direct, channel, prime/subcontractor, and teaming models; ability to select and execute the right path.
  • Ability to build credibility with agency executives, program leaders, contracting/procurement officials, security teams, and technical stakeholders; align groups around a shared path forward.
  • Excellent executive communication, negotiation, account planning, and forecasting skills; rigorous about details and milestones.
  • Passion for public sector work and belief in government potential to improve outcomes.
  • Comfort with high ownership in an early-stage business; ability to create structure and collaborate across functions.

Skills

Required:Enterprise technology sales to governmentPipeline development and quota attainmentGovernment procurement and contracting

Benefits

  • Flexible (unlimited) paid time off
  • Medical, dental, and vision benefits for you and your family
  • Life insurance and disability benefits
  • Retirement plan dependent on country of employment
  • Parental leave
  • Fertility and family building benefits through Carrot
  • Lunch, snacks and coffee
  • Discretionary benefit stipend
  • Free alphorn lessons
Last updated Sep 30, 2026. Interested? Apply on the company site.
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About Sierra

Better customer experiences. Built on Sierra.

Sierra helps businesses build better, more human customer experiences with AI.

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