Early Morning Software, Inc. - VP of Sales & Marketing

Early Morning Software, Inc.•Baltimore, MD

99d•Remote

About The Position

Early Morning Software is seeking a VP of Sales & Marketing to lead demand generation, GTM strategy, sales, and marketing programs. This role is crucial for accelerating revenue growth, expanding our public-sector footprint, and building a scalable go-to-market engine. The VP-S&M will target state and local government clients, collaborating with the VP of Operations to ensure scalable processes, accurate forecasting, and aligned customer journeys. The ideal candidate will have B2G experience, a proven track record in growth-driven SaaS GTM, and the ability to thrive in a small, fast-moving organization. This is a remote-first position with a preference for candidates in the Baltimore-Washington corridor or those willing to relocate. Occasional travel to government offices and partner sites will be required.

Requirements

8+ years of B2B SaaS sales and marketing leadership with explicit public sector exposure (state and/or local government).
Proven track record building and scaling GTM engines in growth-stage companies; experience with government RFPs, contract vehicles, and procurement cycles.
Experience in demand generation and product marketing for enterprise/public-sector audiences; measurable impact on pipeline and revenue.
Proficiency with CRM/marketing automation (Salesforce, HubSpot) and data-driven decision making.
Ability to collaborate cross-functionally (Sales, Marketing, Product, Operations) and to influence at the executive level.
Strong understanding of public-sector procurement governance, compliance, and vendor management.
Comfort with a remote-first, fast-paced environment; willingness to travel to state/city government offices and partner sites as needed.

Nice To Haves

Knowledge of supplier diversity and minority-owned business considerations is a plus.
Public sector or GovTech experience beyond sales (e.g., program management, compliance, or grant administration).
Prior collaboration with an Operations team on enablement, renewals, and CS metrics.
Experience with Maryland state or Baltimore-area government contracts and procurement vehicles.

Responsibilities

Develop a GTM strategy focused on state and local government opportunities, including procurement processes (RFPs/RFIs), grant-funded modernization, and agency-specific cycles.
Build an adversarial but collaborative sales motion for public sector buyers (CIO/CTO, CFO, procurement, program managers).
Create a government-specific value proposition, case studies, and reference program.
Design targeted campaigns (public sector messaging, RFP-focused content, events, and partner marketing with SIs and integrators).
Manage a marketing stack, measurement framework, and budget with emphasis on public-sector pipeline and CAC payback.
Align messaging with agency priorities, compliance mandates, and citizen-facing outcomes.
Build and scale a sales organization (SDRs/BDRs, Account Executives, Channel/Solution Sellers) with clear territory plans and quotas.
Establish an explicit government-focused compensation design and forecasting discipline.
Develop onboarding and enablement programs to shorten ramp time and ensure compliance with public-sector procurement requirements.
Develop and manage partnerships with system integrators, consulting partners, and agency-approved vendors.
Create joint GTM plans, partner enablement, and co-sell opportunities, with emphasis on Maryland and adjacent states.
Align marketing and sales to improve the citizen-facing experience and government customer journey from awareness to renewal.
Champion customer references, success stories, and ROI metrics relevant to public sector agencies.
Define revenue metrics (ARR, MRR, pipeline coverage, win rate, CAC, LTV, payback) with public-sector specificity (solicitation windows, procurement cycles).
Produce transparent reporting to CEO and board; prepare scenario planning for public-sector cycles.
Work with the VP of Operations to ensure scalable enablement, training, and cross-functional alignment.
Support onboarding and ongoing enablement for new hires.
Ensure compliance with procurement rules, data protection, and vendor governance in sales/marketing activities.
Represent the company with a focus on trust, transparency, and integrity in government engagements.