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Sierra is building an AI platform that enables companies to deliver better, more human customer experiences. The company recently achieved FedRAMP High certification and is now launching a public sector business to bring its AI agents to U.S. government agencies.
As Enterprise Sales Director for Public Sector, you will own a portfolio of strategic Federal, state, and local government accounts and drive Sierra's entry into the public sector market. You will develop territory and account plans, build qualified pipeline, and consistently achieve revenue targets.
Key responsibilities include:
- Building trusted relationships with agency leaders, program executives, technology teams, and procurement officials, translating their priorities (constituent access, service delivery, workforce effectiveness, program integrity) into AI agent opportunities.
- Leading complex, multi-stakeholder government sales cycles from discovery through contract award, orchestrating executive alignment, solution development, business cases, security/legal reviews, pricing, and negotiations.
- Designing acquisition strategies tailored to each customer's buying process—navigating direct awards, competitive solicitations, pilots, task orders, GSA schedules, GWACs, IDIQs, BPAs, state schedules, and cooperative purchasing agreements.
- Building and executing capture plans: qualifying opportunities, mapping decision-makers and influencers, identifying funding sources and acquisition milestones, and developing win themes.
- Developing Sierra's partner ecosystem by building relationships with prime contractors, systems integrators, resellers, and technology providers. Determining when Sierra should sell directly, act as a subcontractor, establish teaming arrangements, or pursue partner-led transactions.
- Running high-quality bids and proposals in partnership with legal, security, product, engineering, and delivery teams. Making thoughtful bid/no-bid recommendations and ensuring compliance and differentiation.
- Operating as part of the customer's team, earning trust through mission understanding, candid communication, and accountability from initial engagement through deployment and expansion.
- Helping build Sierra's public sector go-to-market motion by improving account segmentation, capture processes, partner strategy, contract-vehicle roadmaps, forecasting, and sales playbooks.
- Using AI throughout the sales cycle—from account research and outreach to call synthesis, opportunity planning, proposal development, and forecasting—to focus on judgment, strategy, and relationships.
You will bring meaningful enterprise technology sales or business development experience, including significant experience selling software, cloud, data, or AI solutions to U.S. government customers. You have a demonstrated record of building pipeline, exceeding quota, and closing complex deals.
