General Manager, Government Sales
The General Manager, Government Sales is a player-coach leader responsible for driving revenue growth, securing government contracts, expanding strategic accounts, and leading a high-performing sales organization. This role requires both direct revenue production and leadership of the government sales division. Experience selling to DOJ/DOD highly preferred.
Responsibilities and Expected Outcomes
1. Revenue Growth & Business Development
• Personally lead and close strategic government sales opportunities.
• Develop and execute growth strategies within Federal, DOD, DOJ, and related agencies.
• Build executive relationships with government decision-makers and procurement officials.
• Lead proposal development, contract negotiations, and partnership initiatives.
Expected Outcomes
• Achieve annual revenue targets and year-over-year growth objectives.
• Maintain pipeline coverage of at least 3x annual quota.
• Secure new contract awards and recurring revenue opportunities.
• Personally contribute 30-50% of division revenue.
2. Sales Leadership
• Lead, coach, and develop a high-performing government sales team.
• Conduct pipeline reviews, forecasting, and performance management.
• Recruit, onboard, and retain top sales talent.
Expected Outcomes
• Improve team quota attainment and sales productivity.
• Maintain accurate forecasts and pipeline visibility.
• Increase win rates and proposal-to-award conversion rates.
3. Customer Success & Account Growth
• Serve as executive sponsor for key customer accounts.
• Drive customer engagement, renewals, and expansion opportunities.
• Resolve escalated customer issues and strengthen strategic relationships.
Expected Outcomes
• Maintain customer retention of 95% or greater.
• Increase renewal, expansion, and upsell revenue.
• Achieve high customer satisfaction and long-term account growth.
4. Operational & Implementation Leadership
• Oversee successful customer onboarding and solution implementation.
• Coordinate activities across sales, operations, and technical teams.
• Ensure compliance with contractual, technical, and company requirements.
Expected Outcomes
• Successful implementation of customer solutions on time and within scope.
• High customer adoption and utilization rates.
• Reliable forecasting, CRM data integrity, and operational execution.
Qualifications
• 7+ years of government sales experience.
• Proven success selling technology, SaaS, communications, managed services, or related solutions.
• Demonstrated ability to personally close business while leading sales teams.
• Experience with government procurement, contracting, and proposal processes.
• Strong executive relationship-building and negotiation skills.
• Federal market experience in DOD and DOJ highly preferred.