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

Early Morning Software•Baltimore, MD

21h•$140,000 - $230,000•Remote

About The Position

The VP of Sales & Marketing (VP-S&M) leads all demand generation, GTM strategy, field and inside sales, and marketing programs. This role explicitly targets state and local government (state agencies, cities/counties, and related procurement vehicles) and collaborates closely with the VP of Operations to ensure scalable processes, accurate forecasting, and aligned customer journeys. The ideal candidate has B2G experience, a proven track record in growth-driven GTM for SaaS, and the ability to operate effectively in a small, fast-moving organization.

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

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.
Knowledge of supplier diversity and minority-owned business considerations is a plus.

Responsibilities

Public Sector Go-To-Market 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.
Demand Generation & Marketing 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.
Sales Execution & Enablement 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.
Channels & Partnerships 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.
Customer Acquisition & Lifecycle Marketing Alignment 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.
Analytics, Forecasting, & Reporting 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.
Collaboration with Operations Work with the VP of Operations to ensure scalable enablement, training, and cross-functional alignment. Support onboarding and ongoing enablement for new hires.
Compliance, Governance, & Trust 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.