Director of Government Sales, AG DM

📋 Description

• • Lead Tomorrow.io’s expansion into the U.S. federal, state, and local government markets as the founding Director of Government Sales. You will own the full revenue cycle—from strategy to signature—while shaping how public-sector agencies harness hyper-local weather intelligence to save lives, protect assets, and reduce operational risk.
• • Build and scale a high-performing government sales organization from the ground up. Define the go-to-market motion, territory plans, and quota structure for civilian, defense, intelligence, and homeland-security customers. Hire, coach, and mentor a team of account executives, solution architects, and capture managers who can navigate complex procurement cycles and deliver mission-critical outcomes.
• • Translate Tomorrow.io’s cutting-edge weather and climate-resilience platform into compelling public-sector value propositions. Collaborate with product, science, and engineering teams to package APIs, SaaS dashboards, and sensor networks into offerings that meet FedRAMP, FISMA, and CJIS compliance standards. Ensure every proposal clearly articulates ROI in terms of readiness, continuity, and taxpayer savings.
• • Own the government pipeline from lead generation through contract award. Leverage existing relationships with DHS, NOAA, DoD, DOT, and state emergency-management agencies to accelerate deal velocity. Develop capture strategies for multi-year, multi-million-dollar IDIQs, BPAs, and single-award contracts. Track and report pipeline health, win probability, and revenue forecasts in Salesforce with C-suite transparency.
• • Serve as the voice of the public-sector customer inside Tomorrow.io. Distill field intelligence into product roadmaps, pricing models, and partnership strategies. Champion requirements for security accreditation, data sovereignty, and on-prem deployment options. Influence executive decisions on acquisitions, grants, and cooperative R&D agreements that strengthen our government value chain.
• • Drive thought leadership across Capitol Hill, the Pentagon, and state capitals. Represent Tomorrow.io at industry conferences, congressional briefings, and standards bodies such as AMS, OGC, and NIST. Publish white papers and case studies that demonstrate how predictive micro-weather data reduces aviation delays, hardens critical infrastructure, and safeguards military operations.
• • Establish a robust channel and alliance ecosystem. Negotiate strategic partnerships with system integrators (e.g., Booz Allen, SAIC, Leidos), cloud marketplaces (AWS GovCloud, Azure Government), and sensor manufacturers to extend reach and accelerate deployment. Create joint marketing campaigns and co-sell motions that amplify pipeline generation.
• • Ensure flawless execution of security and compliance programs. Partner with our CISO and Legal teams to achieve FedRAMP Moderate, StateRAMP, and DoD CC SRG IL4 authorizations. Maintain continuous monitoring, incident-response playbooks, and customer audit readiness that exceed government expectations.
• • Champion diversity, equity, and inclusion within your team and across the broader sales organization. Foster a culture of curiosity, accountability, and customer obsession. Celebrate wins, learn from losses, and institutionalize best practices that scale globally.
• • Report directly to the Chief Revenue Officer and serve as a key member of the revenue leadership team. Present quarterly business reviews to the Board of Directors, highlighting bookings growth, customer expansion, and strategic milestones that position Tomorrow.io as the category leader in climate security for government.