About this role
What You'll Do:
You'll lead and close high-stakes deals with government agencies across the region, expand existing agency relationships, and create durable revenue streams with public sector organizations.
Build and grow trusted relationships with agency executives, IT/CIO leaders, and contracting officers across federal, state, and local government.
Drive measurable growth within the accounts you own, turning them into long-term reference customers and case studies.
Expand Wonderful's footprint by identifying new agencies, programs, and contract vehicles to land fresh government customers.
Hit - and exceed - activity, pipeline, and revenue targets, setting the bar for sales excellence in a procurement-driven environment.
Keep account details sharp and actionable: use cases, procurement timelines, contract vehicle status, budget cycles, next steps, and forecasts.
Sell on mission impact and value, not features - using a solution-based approach that proves measurable outcomes against agency mandates and constituent needs.
Navigate procurement processes including RFIs, RFPs, sole-source justifications, and relevant contract vehicles (e.g., GSA Schedules, cooperative purchasing agreements, or regional equivalents).
What We're Looking For:
7+ years of smashing sales quotas in SaaS or AI-driven solutions within public sector/govtech, consistently closing large, complex agency accounts with multi-stakeholder, multi-branch approval cycles.
Deep understanding of government procurement and budget cycles, including fiscal year timing, contract vehicles, and compliance requirements (e.g., FedRAMP, StateRAMP, data residency, or regional equivalents).
Exceptional communication, presentation, and negotiation skills, including experience presenting to non-technical stakeholders and elected/appointed officials.
The ability to work independently, manage a long-cycle pipeline, and prioritize across multiple agencies and procurement stages.
Excellent English (written and spoken) plus fluency in local language.
A passion for artificial intelligence in government modernization and a "get-it-done" attitude suited to bureaucratic environments.
A "hunter" mentality with a track record of generating new agency leads and navigating unfamiliar procurement structures to close deals.
A proven ability to navigate and win in early-stage, high-growth environments, staying sharp and effective with limited oversight and long sales cycles.
Strong existing relationships with agency leadership and decision-makers, with the credibility to open new doors across departments quickly.
The skill to cut through tech jargon and translate technical capabilities into clear, compelling mission and budget value that makes agency leaders lean in.
Proven wins working hand-in-hand with System Integrators and Hyperscalers' government cloud offerings (e.g., AWS GovCloud, Azure Government) to drive joint success.