Head of Sales (Player-Coach)

Govsignals Inc.

Job Overview

Location

Washington, D.C.

Job Type

Full-time

Full Job Description

📋 Description

• As Head of Sales (Player-Coach) at GovSignals Inc., you will be a pivotal leader shaping the future of government contracting through AI-driven innovation, directly contributing to national security and economic growth by enabling private-sector technologies to win government contracts faster and more efficiently.
• You will operate as a true player-coach, dedicating approximately 60% of your time to carrying and closing your own enterprise sales pipeline while allocating 40% to building, coaching, and scaling a high-performing sales team and refining go-to-market systems from the ground up.
• Day to day, you will prospect, discover, demo, structure, and close complex six- and seven-figure enterprise SaaS deals, managing the full sales cycle independently to drive immediate revenue impact.
• You will partner closely with the CRO co-founder to design and refine GTM strategy, sales processes, pricing models, and competitive positioning, ensuring alignment across product, marketing, and client success teams.
• You will hire, onboard, and develop elite Account Executives, instilling a consultative, value-based selling approach and creating repeatable sales motions through playbooks, qualification frameworks, and structured onboarding programs.
• You will actively jump into your reps’ deals to diagnose stalled opportunities, sharpen narratives, and co-close complex multi-stakeholder deals, providing hands-on coaching and strategic guidance.
• You will continuously improve sales enablement by building and iterating on playbooks, coaching rhythms, and onboarding programs, while ensuring rigorous CRM discipline and accurate pipeline forecasting across the organization.
• You will approve quotes, structure creative deal terms, and navigate intricate procurement processes involving multiple stakeholders, ensuring compliance and win-win outcomes.
• You will collaborate with Marketing, Product, and Client Success to tighten messaging, shorten feedback loops, and identify expansion opportunities within existing accounts.
• You will represent GovSignals at industry events, conferences, and in senior-level prospect conversations, serving as a trusted ambassador of the brand and its mission.
• You will deepen relationships with current clients to uncover expansion and upsell opportunities, increasing lifetime value and reinforcing long-term partnerships.
• You will operate with executive presence when engaging C-suite stakeholders, translating technical value into business outcomes that resonate with decision-makers.
• You will thrive in ambiguity, embracing the uncertainty of a high-growth startup environment where your ability to build systems, hire talent, and close deals under pressure will define success.
• Through this role, you will have the opportunity to rebuild a sales engine from early traction to scalable revenue, leaving a lasting impact on the company’s trajectory while earning significant equity upside tied to organizational success.

🎯 Requirements

• Proven track record of building and scaling a sales team from early stage through meaningful revenue milestones, including designing systems, hiring early reps, and creating repeatable sales motions.
• Strong personal selling history with consistent success in closing six- and seven-figure enterprise SaaS deals as an individual contributor.
• Experience as a founder, early sales hire, or sales leader at a high-growth startup where ambiguity was prevalent and you thrived through initiative and resilience.
• Deep expertise in consultative, value-based selling—diagnosing customer needs before prescribing solutions and leading prospects through insight-driven discovery.
• Ability to operate as a strategic partner to executive leadership on GTM strategy, pricing, positioning, and sales process design.
• Strong hiring instincts with a proven ability to identify, assess, and close top-tier sales talent capable of thriving in a consultative, high-performance culture.
• Exceptional executive presence and communication skills for engaging C-suite stakeholders and representing the company in high-stakes conversations.
• Proficiency in CRM platforms (e.g., Salesforce, HubSpot) and a disciplined approach to pipeline management, forecasting, and data hygiene.
• Familiarity with government contracting processes is preferred but not required.

🏖️ Benefits

• Base salary range of $150K–$250K with commission and bonus potential of $75K–$150K, resulting in total target compensation of $225K–$400K+ OTE.
• Meaningful equity stake in a well-funded, fast-growing startup, offering significant upside aligned with company success.
• 100% employer-paid medical, vision, and dental insurance (Bronze coverage) for employees and dependents.
• Hybrid work model with flexibility to work from Washington, D.C. or New York, NY offices, supporting in-person collaboration when not traveling.
• Opportunity to work on mission-driven AI technology that strengthens national security and drives innovation in government contracting.
• Direct access to the CRO co-founder and leadership team, enabling influence over company strategy and rapid professional growth.

Skills & Technologies

Hybrid

$150k-250k

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Govsignals Inc.

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About Govsignals Inc.

Govsignals Inc. is a technology company focused on providing advanced data analytics and intelligence solutions for government agencies. They specialize in leveraging artificial intelligence and machine learning to process and analyze vast amounts of public sector data, enabling better decision-making, operational efficiency, and policy development. Their platform aims to transform raw data into actionable insights, helping governments understand complex trends, identify emerging risks, and optimize resource allocation. Govsignals serves a range of clients within federal, state, and local government, assisting them in areas such as public safety, economic development, and infrastructure management by offering predictive analytics and comprehensive reporting tools.

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