Vice President of Sales

Forerunner•Portland, ME

4d•Hybrid

About The Position

We are seeking a Vice President of Sales to lead and scale our new business organization at a pivotal stage of growth. Reporting to the CEO, this leader will own the strategy, performance, and long-term vision of the Sales organization. You will shape how Forerunner wins new customers across the public sector and regulated industries, building a predictable revenue engine while opening new markets for our platform. This role sits at the intersection of revenue, product, and market strategy. You will bring executive-level leadership to a team of Account Executives and a BDR organization, elevate forecasting and operational rigor, and drive alignment across Customer Success, Marketing, and Product. As we scale, Sales must turn a proven public-sector motion into a predictable growth engine while opening new markets in regulated industries. You will lead both. This is a hands-on role. You'll set the strategy and also stay in the work: running deals, building processes, and selling alongside your team.

Requirements

Significant experience leading B2B SaaS sales teams, including managing managers
A track record of scaling teams, building repeatable sales processes, and forecasting with accuracy
Experience selling to complex, regulated buyers (GovTech experience is a plus, but adjacent sectors such as infrastructure, energy, or construction are also relevant)
Experience opening a new market, segment, or buyer type
Strong executive presence and cross-functional influence
Early-stage experience, comfort in the undefined, and a willingness to do the work yourself, from prospecting to building a process from scratch
A leadership style that balances accountability with warmth and partnership

Nice To Haves

GovTech experience is a plus, but adjacent sectors such as infrastructure, energy, or construction are also relevant

Responsibilities

Define and execute the long-term sales strategy in partnership with the CEO and executive team
Own new business bookings, pipeline coverage, and forecast accuracy
Scale our public-sector business across every level of government, from local communities to federal agencies
Lead expansion into regulated private-sector industries, shaping how Forerunner sells to new buyer types
Lead and develop a growing team of Account Executives and Business Development Representatives
Establish clear performance standards, territory and segment strategies, and operating rhythms
Recruit and develop high-performing sellers, and build a culture that is mission-driven, motivating, and results-oriented
Scale leadership capacity within the team
Build the systems, stages, and reporting that create predictability at scale
Partner with Operations to mature our pricing, packaging, and deal structure
Guide the team through public-sector procurement and long, multi-stakeholder buying cycles
Stay close to the work by joining calls, coaching live deals, and personally driving key opportunities to close
Serve as the executive voice of the market across the company
Partner with Customer Success to ensure strong handoffs, expansion, and long-term account planning
Partner with Marketing to build a sustainable pipeline generation strategy across segments
Influence Product through clear articulation of market needs and competitive dynamics