Head of Public Sector Sales

TL;DR

Head of Public Sector Sales (Climate Tech): Drive full-cycle sales initiatives with federal, state, and local government agencies for AI-powered wildfire detection platform with an accent on strategy development, complex contracting, and revenue growth. Focus on scaling sales organization, navigating RFP processes, government lobbying, and executing GTM tactics.

Location: US - Remote

Compensation: $216.4K • Offers Equity • Offers Commission

Company

Growth-stage startup headquartered in San Francisco, leader in early wildfire detection using AI, IoT cameras, satellite data, and web platform, serving government and enterprise customers across US, Australia, and Canada.

What you will do

• Lead and scale Public Sector sales organization, driving revenue in new and existing accounts
• Develop GTM strategies for federal, state, and local government agencies
• Structure and negotiate complex contracts, including pricing and operational terms
• Apply government contracting expertise and collaborate on lobbying strategies
• Manage senior-level relationships, prospecting, RFP responses, and account expansion
• Assess competitive landscape and refine product/GTM strategies with cross-functional teams
• Ensure swift execution of new installations during pre-fire season windows

Requirements

• 10+ years Public Sector and technology sales experience (enterprise software, infrastructure, cloud)
• 5+ years sales leadership building and scaling organizations
• Demonstrated strategic thinking for federal, state, and local public sector segments
• Excellent writing, verbal skills, and executive-level engagement in complex sales cycles
• Competitive, adaptive, with high urgency and track record exceeding goals
• Travel at least 25%
• Strong coaching and team development bias

Culture & Benefits

• Hybrid-remote work environment
• Comprehensive medical, dental, vision coverage
• Matching 401(k) plan
• Stock options for full-time roles
• Flexible paid time off