Head of Sales - Public Sector (SLED & Federal)

New

Spruce Systems, Inc.Digital Trust

United StatesFull-TimeExecutive

Salary not disclosed

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Job Details

Experience: 8+ years

Requirements

8+ years in enterprise sales, business development, or GTM leadership with significant public sector focus
Proven success selling into U.S. state government environments
Deep understanding of SLED, state-level procurement, compliance constraints, and buying processes
Experience navigating complex RFPs and long sales cycles
Personally demonstrated closing complex government or public-sector deals
Experience selling services into government environments
Demonstrated ability to build and operationalize sales systems from the ground up
Hands-on experience using AI tools to enhance sales workflows and productivity
Ability to articulate practical applications of AI in GTM strategy and execution
Strong CRM discipline, pipeline management expertise, and forecasting capabilities
Exceptional communication skills with ability to engage and influence stakeholders
Proven ability to work across product, engineering, delivery, legal, and executive teams
Comfort operating in a shifting business model (services-first evolving toward software) and ambiguous environments
Based in the U.S. and willing to travel significantly

Responsibilities

Design and implement SpruceID’s end-to-end sales and GTM operating system, including pipeline management, forecasting, campaign execution, and performance tracking.
Create and enforce rigor across CRM, sales operations, and reporting, driving consistency in pipeline hygiene, deal progression, and forecasting.
Step into a highly active pipeline and lead strategic opportunities through to close, particularly within state government accounts.
Develop and execute a focused GTM strategy for state and broader SLED markets, with a deep understanding of procurement dynamics, buying cycles, and stakeholder landscapes.
Lead deals through RFPs, compliance requirements, and security reviews, while aligning internal stakeholders to meet public-sector constraints and timelines.
Identify priority government customer segments and package SpruceID’s services-led solutions into compelling, outcome-driven offerings.
Build and iterate on outbound and inbound strategies to sustain deal flow, prioritizing high-value opportunities.
Operate with an AI-first mindset, using modern tooling and approaches to improve efficiency, insight generation, and overall sales productivity.
Partner closely with leadership to translate high-level direction into executable plans, prioritization frameworks, and measurable outcomes.
Translate early services-led wins into repeatable motions that inform future software and licensing strategies.

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