VP, Sales - Government

Nearmap•Lehi, UT

2d•Remote

About The Position

We're looking for a Vice President Sales, Government to build and lead the team that puts Nearmap's aerial imagery and property intelligence into the hands of the agencies planning, protecting, and maintaining America's communities. You'll own net-new and expansion revenue across city, county, and state government accounts, coaching a team that spans SMB through enterprise and deals from five figures to $1M+. This is a build-and-scale leadership role: you'll set the sales strategy, create a culture of accountability and high performance, and represent Nearmap in front of senior public sector stakeholders. If you're energized by developing sellers, sharpening pipeline discipline, and turning a growing team into a predictable revenue engine, this is the role for you.

Requirements

8+ years of experience managing quota-carrying reps, including at least 3 years in a SaaS sales leadership role
Experience selling into the public sector, particularly city and state government
Demonstrated ability to lead effective sales teams with a proven track record of meeting and exceeding sales targets
Proven leadership capability developing and coaching high-performing teams, with the ability to set high standards and mentor an evolving workforce at varying levels of experience
Strong command of sales numbers and daily sales metrics, with experience coaching using tools such as Gong
Thorough understanding of subscription business models and strong negotiation skills
Strong commercial acumen and the enthusiasm to coach at all levels
High competence with CRM platforms, ideally Salesforce
Excellent written, visual, and verbal presentation skills, with the ability to prepare reports, make a compelling sales argument, and sell value
Self-motivated and self-directed, with strong emotional intelligence, composure, tenacity, and a results-driven mindset
Exceptional collaboration skills and a hunger to exceed customer expectations, with a track record of building positive relationships with colleagues and management peers
Direct and respectful communication style and a strong brand ambassador for the business

Nice To Haves

Bachelor's degree in a business discipline
Experience in geospatial, imagery, mapping, or property intelligence
Experience leading sales teams through a period of rapid growth or transformation

Responsibilities

Own and drive both net-new bookings and expansion revenue within existing government accounts, partnering closely with Customer Success to identify and execute upsell opportunities (post-sale retention and renewal execution sit with CS)
Lead and coach a team of government sales reps spanning SMB through enterprise and strategic accounts, with deal sizes from five figures to $1M+ and wide variation in rep seniority and tenure
Coach up, and where needed coach out and backfill, supporting the team to find net-new and upsell opportunities across their territories
Cascade the company vision into individual goals, OKRs, and KPIs so the team's daily work ladders up to Nearmap's strategy
Manage sales engagement personally for high-value prospects and customers, building strong relationships with senior public sector stakeholders alongside our other sales leaders
Set, monitor, and drive weekly, monthly, and quarterly activity and performance targets for the government sales team
Plan, direct, and control sales strategy to meet targets for direct government accounts, and develop and execute a sales plan aligned to the broader strategic plan
Drive pipeline qualification rigor: enforce clear qualification criteria before opportunities enter forecast, and actively manage stage aging to eliminate stale pipeline
Analyze, evaluate, and optimize sales and customer processes, and manage initiatives aimed at improving the efficiency of the existing operation
Map key stakeholders, technical requirements, and business process for target accounts
Partner with Marketing on strategy, campaigns, and demand generation, and contribute input into new products, marketing techniques, and incentive schemes
Build and maintain healthy working relationships across Technology, Product, Marketing, Engineering, Finance, RevOps, FlightOps, Customer Success, and People & Culture
Establish a high degree of Salesforce compliance and efficiency within the team, and build effective reporting using Salesforce, Looker, and Gong to manage performance and forecast accurately
Use AI tools for business analysis, forecasting, and strategic account planning at a leadership level
Provide detailed performance reporting, insights, and forecast accountability, and share sales data transparently across the business
Recruit and select high performers, own complete onboarding for new starters, develop talent, and recognize and reward performance
Create a culture of accountability with clear objectives, KPIs, and processes, and drive high performance through consistent coaching and quality feedback
Run regular team meetings, one-on-ones, coaching sessions, side-by-sides, and call shadowing to review performance, share knowledge, and develop the team
Identify training and development needs and provide the resources to close them
Drive additional revenue opportunities by applying incremental programs or projects initiated by the SVP Sales, Commercial and Government