Senior Director, North American Government Sales

Job Summary: 

The Senior Director, Sales, North American Government will be responsible for meeting and exceeding sales objectives for an assigned team that includes all State and Local Government (SLG) in the United States and all Federal, Provincial and Local Government in Canada. As an expert in navigating the public Government landscape, the Senior Director will have proven experience successfully selling high-value complex software solutions to Government clients. They will have an intimate understanding and hands-on experience with Federal and SLG procurement/purchasing processes and policies, having navigated the public procurement landscape during their SaaS Sales career.  

This is a leadership role, reporting to the SVP of Corporate Sales in North America, that will be focused both on managing the Government Sales team to overachieve its targets, as well as planning for rapid growth in the Government sector across North America in alignment with D2L’s Government sales strategy. This Senior Director will develop go to market strategy, as well as recruit, hire, and coach a team of sales professionals.  

This role is a great fit if this sounds like you: 

• You have 10-15 years of progressive responsibility in SaaS sales in Government, with experience working cross-functionally in a highly dynamic, virtual environment.
• You have many years of Sales Management experience having developed excellent coaching and mentoring skills to help bring out the best in your sales teams. You have the skills and enthusiasm to develop people at various stages in their careers. 
• You have studied and implemented world-class sales methodologies that put you ahead of potential pipeline or deal-closing problems before they become quarter-killers.
• You have extensive experience selling within the Government ecosystem of resellers and distributors, creating new strategic partnerships as required, and optimizing current reseller partnerships within the Government sector at D2L.
• You are results-focused, creative, strategic, proactive, and hands on, with the gravitas and superb communication skills to hold engaging conversations with prospects and customers at most senior levels. 

How You Will Make an Impact:

• Develop and implement a strategic plan and objectives for the Government team that aligns with the company’s corporate goals  
• Define plans, shape initiatives, and set the strategic direction to rapidly grow the business for the North American Government segment 
• Own the ultimate responsibility for new bookings and expansion of Government prospects and customers  
• Conduct appropriate quarterly business reviews and quarterly check-ins with direct reports and supporting functions 
• Interact regularly and effectively with internal and external executives and major customers  
• Build and manage a network of government relationships at all pertinent levels
• Remain aware of competitors, the market, expansion opportunities and new industry standards and developments  
• Manage the D2L channel partnerships for SLG in the US including Carahsoft and AWS in Canada, while growing a cadre of other channel partnerships to augment and grow pipeline and bookings 
• Stay well informed about current industry trends and be able to talk intelligently about the training/learning industry in the Government sector 
• Effectively use Salesforce to track sales cycles, rep activity and targets, and to produce accurate forecasting 
• Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process 
• Lead, mentor, and manage a team of sales professionals, providing guidance, training, growth opportunities and motivation to achieve sales targets.  
• Play key role with interviewing, hiring, and onboarding new team members 

What You’ll Bring to the Role: 

• Unparalleled expertise in selling to Federal, State and Local governments in the US via a deep understanding of contract vehicles, software partner community and sales execution specific to the public sector 
• Strong understanding of enterprise software sales cycles and dealing with top decision makers 
  • Knowledge of eLearning/education technology industry an asset 
• Ability to build and manage a network of government relationships and knowledge of key contacts and structures of government, as well as communications protocols, policy and legislative development procedures
• Ability to liaise with the D2L Government Relations team to collaborate on public sector strategic objectives, go to market efforts, local legislation implications, and lobbying opportunities
• Self-starter who assumes responsibility for getting the job done every day 
• Consistent track record of successful achievement across a team of individual contributors 
• Superb presentation, writing and communication skills 
• Ability to travel within North America as required, up to 30% 

Location Information: This is a remote position for candidates located within the USA (preference for those in Eastern Time Zone).

Application Deadline: Please submit your application by August 22 to be considered for this opportunity.