Director of Enterprise Public Sector Sales

Salt Lake, UT - USA

Monthly Salary: Not Disclosed

Posted on: 4 days ago

Vacancies: 1 Vacancy

Job Summary

Lucid Software is the leader in visual collaboration and work acceleration helping teams see and build the future by turning ideas into reality. Our products include the Visual Collaboration Suite (Lucidchart and Lucidspark) and airfocus. We hold true to our core values: innovation in everything we do passion & excellence in every area individual empowerment initiative and ownership and teamwork over ego. At Lucid we value diverse perspectives and are dedicated to creating an environment and culture that is respectful and inclusive for everyone. Lucid is a hybrid workplace. We promote a healthy work-life balance by allowing employees to work remotely from one of our offices or a combination of the two depending on the needs of the role and team.

Since the companys founding Lucid Software has received numerous global and regional recognitions for its products business and workplace culture. These include being listed to the Forbes Cloud 100 Fast Company Most Innovative Companies Fortune Best Workplaces in Technology and PEOPLEs Companies that Care. Lucids solutions are used by more than 100 million users across the globe making Lucid the most used visual collaboration platform by the Fortune 500. Our customers include Google GE and NBC Universal and we partner with leaders such as Google Atlassian and Microsoft.

As the Director of Enterprise Public Sector Sales you will be the primary architect of Lucids government growth engine. You wont just manage a team; you will define our go-to-market strategy across federal state and local entities. Leading a high-caliber team of Public Sector Account Executives and Inside Sales Representatives you will drive net-new acquisition and strategic expansion within our most influential accounts. Reporting directly to theSenior Vice President of Sales you will serve as a key member of the leadership team bridging the gap between high-level strategy and tactical execution to ensure Lucid becomes the standard for visual collaboration in the public sector.

Responsibilities:

Strategic Leadership: Build inspire and coach an elite team of Public Sector Account Executives and Inside Sales Representatives. You are responsible for the teams professional development performance management and overall culture
Revenue Ownership: Drive Incremental Annual Recurring Revenue (IARR) by hitting aggressive targets for new logos expansion and renewals within the public sector install base
Pipeline & Forecast Accuracy: Maintain a rigorous data-driven culture. Assess sales activities and leverage SFDC/Tableau to provide executive-level forecasts and actionable insights
Complex Deal Orchestration: Act as a player-coach in high-stakes negotiations. You will strategically deploy Sales Engineering Customer Success and Executive leadership to close complex multi-year government contracts
Public Sector Strategy: Refine and execute specialized strategies for the public sector including navigating procurement vehicles ensuring compliance with security standards (e.g. FedRAMP) and optimizing Rules of Engagement.
Cross-Functional Advocacy: Serve as the voice of the government customer to Lucids Product and Marketing teams prioritizing feature requests and business needs unique to the public sector
Operational Excellence: Implement and refine sales methodologies (e.g. MEDDPICC) and ensure the team is maximizing the use of our tech stack (SFDC Outreach etc.)

Requirements:

10 years of high-growth sales experience with a heavy emphasis on SaaS/Cloud technologies
3 years of experience managing enterprise-level sales teams with a proven ability to hire and retain top-tier talent
3 years of direct experience navigating the complexities of government sales (Federal State Local or Education)
Outstanding verbal and written skills with the ability to translate complex technical solutions into compelling value propositions for government stakeholders
Deep proficiency in SFDC reporting and sales productivity tools. You dont just look at data; you use it to tell a story and drive behavior

Preferred Qualifications:

Deep familiarity with the FedRAMP authorization process StateRAMP and SOC2 compliance requirements. Experience successfully navigating agency-level security reviews and ATO (Authority to Operate) processes
Proven success leveraging government contract vehicles (e.g. GSA Schedules SEWP NASPO or SLSA) to accelerate the procurement cycle
Established relationships with key Government System Integrators (GSIs) value-added resellers (VARs) and other channel partners (e.g. Carahsoft TD SYNNEX) specific to the public sector landscape
Advanced proficiency in a structured sales methodology (e.g. MEDDPICC Force Management or Challenger) with the ability to adapt these frameworks to the nuances of government Buying Committees.
A background in or a passion for helping government agencies modernize their workflows through digital transformation and visual collaboration
Active or prior security clearance (Secret TS/SCI) is a significant plus though not strictly required

#LI-MG1

Required Experience:

Director

Responsibilities:

Strategic Leadership: Build inspire and coach an elite team of Public Sector Account Executives and Inside Sales Representatives. You are responsible for the teams professional development performance management and overall culture
Revenue Ownership: Drive Incremental Annual Recurring Revenue (IARR) by hitting aggressive targets for new logos expansion and renewals within the public sector install base
Pipeline & Forecast Accuracy: Maintain a rigorous data-driven culture. Assess sales activities and leverage SFDC/Tableau to provide executive-level forecasts and actionable insights
Complex Deal Orchestration: Act as a player-coach in high-stakes negotiations. You will strategically deploy Sales Engineering Customer Success and Executive leadership to close complex multi-year government contracts
Public Sector Strategy: Refine and execute specialized strategies for the public sector including navigating procurement vehicles ensuring compliance with security standards (e.g. FedRAMP) and optimizing Rules of Engagement.
Cross-Functional Advocacy: Serve as the voice of the government customer to Lucids Product and Marketing teams prioritizing feature requests and business needs unique to the public sector
Operational Excellence: Implement and refine sales methodologies (e.g. MEDDPICC) and ensure the team is maximizing the use of our tech stack (SFDC Outreach etc.)

Requirements:

10 years of high-growth sales experience with a heavy emphasis on SaaS/Cloud technologies
3 years of experience managing enterprise-level sales teams with a proven ability to hire and retain top-tier talent
3 years of direct experience navigating the complexities of government sales (Federal State Local or Education)
Outstanding verbal and written skills with the ability to translate complex technical solutions into compelling value propositions for government stakeholders
Deep proficiency in SFDC reporting and sales productivity tools. You dont just look at data; you use it to tell a story and drive behavior

Preferred Qualifications:

Deep familiarity with the FedRAMP authorization process StateRAMP and SOC2 compliance requirements. Experience successfully navigating agency-level security reviews and ATO (Authority to Operate) processes
Proven success leveraging government contract vehicles (e.g. GSA Schedules SEWP NASPO or SLSA) to accelerate the procurement cycle
Established relationships with key Government System Integrators (GSIs) value-added resellers (VARs) and other channel partners (e.g. Carahsoft TD SYNNEX) specific to the public sector landscape
Advanced proficiency in a structured sales methodology (e.g. MEDDPICC Force Management or Challenger) with the ability to adapt these frameworks to the nuances of government Buying Committees.
A background in or a passion for helping government agencies modernize their workflows through digital transformation and visual collaboration
Active or prior security clearance (Secret TS/SCI) is a significant plus though not strictly required