We are seeking a senior-level individual contributor to join our team as a Partnerships Director, focusing on public sector organizations (state and local governments, K-12 public school systems) and labor unions. The ideal candidate is a strategic, consultative seller with a proven track record of closing high-value, complex deals. This role requires a professional who is not only a strong closer but also a trusted expert who can relentlessly prospect, consistently exceed annual quotas, and navigate a competitive landscape with agility and curiosity.
The successful candidate will demonstrate strong interpersonal and influencing skills, thrive in highly interactive environments, and build trusted relationships across diverse stakeholders. They bring a competitive mindset, high personal accountability, and strong goal orientation—approaching each territory with ownership, resiliency, and the ability to adapt to evolving situations while maintaining a strong customer focus./
Own the Full Sales Cycle: Be a strategic hunter who relentlessly prospects for new business and owns the sales process from beginning to end, ensuring strong opportunity qualification and disciplined deal inspection. Demonstrate strong goal orientation and personal accountability while managing competing priorities and maintaining consistent focus on outcomes.
Multi-level Stakeholder Engagement: Identify and engage key stakeholders across the organization, from the C-suite to end users, building rapport and influencing decision-making across large, complex buying committees. Success in this role requires exceptional interpersonal skills, the ability to communicate effectively with diverse audiences, and the confidence to navigate internal politics in highly competitive environments.
Serve as a Trusted Expert: Leverage deep industry knowledge, curiosity, and a consultative mindset to teach prospects and tailor solutions to their unique challenges. Maintain a strong customer focus by anticipating and addressing evolving client needs while building credibility and trust through thoughtful, intentional engagement.
Manage Your Business: Act as the CEO of your territory, maintaining a deep understanding of key accounts while demonstrating strong time and priority management. Operate with a resourceful mindset, maximizing the impact of time, talent, and energy to drive results while remaining agile and receptive to new ideas, approaches, and opportunities.
Travel and Engage: This role requires a proactive, in-person presence with frequent travel (up to 50%) to client sites and events. The ideal candidate thrives in high-interaction environments, adapts easily to changing circumstances, and demonstrates resiliency when navigating complex sales cycles and competitive situations.
Experience: 8+ years of enterprise sales experience with a track record of successfully closing deals over $1M in the benefits, health tech, medical device, SaaS, or enterprise software sectors. Experience selling into the state and local government public sector or labor unions is highly desired. Candidates must demonstrate strong relationship-building skills and the ability to influence stakeholders across diverse organizations.
Performance: A history of exceptional sales performance with quotas above $1M and consistent attainment within the past two years. The ideal candidate brings a competitive drive and strong goal orientation, with a “will to win” mindset balanced by a consultative approach to solving complex client challenges.
Complex Sales: Proven experience managing extended enterprise sales cycles, particularly those exceeding 12 months. Candidates should demonstrate resiliency and persistence when navigating long decision processes and competitive environments.
Business Acumen: Deep understanding of complex sales processes, including RFP management, legal negotiations, and building consensus across large buying committees. Strong Salesforce discipline and forecasting accuracy required. Knowledge of state and local public sector procurement and contracting processes is highly preferred.
Cultural Fit: A “quota is not the goal” mindset is essential. The ideal candidate is driven to solve complex client problems and deliver measurable value to customers. They operate with intentionality, strong accountability, and a customer-first approach, viewing quota attainment as the natural outcome of strategic, consultative engagement.
Formal sales training is a plus.
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