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Area Vice President, Public Sector

Sierra· Sales
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Remote$500k - $520k + equityFull-timePosted 3w ago

About the role

Senior sales leader responsible for building and managing Sierra’s public sector sales organization, driving revenue growth, and shaping go-to-market strategy across federal, state, and local government accounts.

Responsibilities

  • Build and lead Sierra’s public sector sales team: Recruit, develop, and lead a team of account executives serving strategic federal, state, or local government accounts. Set clear expectations, coach for performance, and build a culture of customer obsession, accountability, and consistent execution.
  • Own revenue growth and territory strategy: Translate Sierra’s public sector ambitions into territory coverage, account priorities, pipeline goals, and revenue plans. Allocate resources thoughtfully, maintain rigorous forecasts, and drive the team to consistently achieve or exceed revenue targets.
  • Create opportunities around mission outcomes: Build executive relationships with agency leaders and help your team translate priorities such as constituent access, service delivery, workforce effectiveness, and program integrity into compelling AI agent opportunities. Serve as an executive sponsor for strategic accounts.
  • Guide complex sales cycles from discovery through award: Coach account executives through long, multi-stakeholder government buying processes and engage directly at critical moments. Mobilize cross-functional support for executive alignment, solution development, business cases, security and legal reviews, pricing, proposal strategy, negotiation, and close.
  • Shape acquisition and capture strategy: Ensure every priority opportunity has a credible path to contract and a disciplined capture plan. Navigate funding, fiscal-year timing, competitive dynamics, and procurement pathways including GSA schedules, GWACs, IDIQs, BPAs, state schedules, and cooperative purchasing agreements.
  • Scale Sierra’s partner ecosystem: Build relationships with prime contractors, systems integrators, resellers, distributors, small-business partners, and technology providers; decide on direct sales, subcontracting, teaming, and partner-led transactions.
  • Lead strategic prime and teaming relationships: Establish executive alignment with key partners, shape account ownership, deal registration, workshare, and joint go-to-market plans; translate into qualified pipeline and delivery success.
  • Drive disciplined pursuit and proposal decisions: Partner on bid/no-bid decisions and prioritize resources across strategic pursuits; align sales, legal, security, product, engineering, and delivery for compliant, differentiated procurement responses.
  • Stay accountable for customer success: Build trust with senior agency leaders, ensure smooth handoffs to delivery, manage escalations, and support lasting customer relationships.
  • Build a repeatable public sector go-to-market motion: Refine account segmentation, hiring and capacity plans, capture processes, partner strategy, contract vehicle priorities, and sales playbooks; incorporate market signals into product and strategy.
  • Lead an AI-native sales organization: Integrate AI into account research, outreach, call synthesis, opportunity planning, proposal creation, and forecasting; promote best practices and strategic account engagement.

Qualifications

  • 15+ years of selling experience in enterprise government sales
  • 10+ years of people leadership in enterprise sales
  • Experience managing end-to-end complex deals ($1M+)
  • Strong fluency in government acquisition and procurement, including funding cycles, solicitations, proposals, task orders, and federal/state contract vehicles
  • Experience developing and executing capture strategies before solicitations
  • Strong network with government technology partners (prime contractors, systems integrators, resellers, distributors, small-business partners)
  • Judgment to select and execute direct, channel, prime/subcontractor, and teaming models
  • Ability to build credibility with agency executives, program leaders, contracting/procurement officials, security teams, and technical stakeholders
  • Excellent executive communication, negotiation, account planning, and forecasting; rigorous about procurement milestones and next steps
  • Passion for public sector work and belief in government impact
  • Comfort operating with high ownership in an early-stage business

Skills

Required:Government enterprise salesLeadership and team managementStrategic account planning

Benefits

  • Flexible (unlimited) paid time off
  • Medical, dental, and vision benefits for you and 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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