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Salary: USD 210,000 - 250,000 / annual
Forerunner builds intelligent software that connects systems for government agencies and regulated industries, turning fragmented data into actionable decisions that reduce liability and prevent emergencies.
You will lead and scale Forerunner's Sales organization at a critical growth inflection point, reporting directly to the CEO. This is a hands-on VP role that combines strategic leadership with active deal involvement.
KEY RESPONSIBILITIES
Revenue Strategy & Growth: Define and execute long-term sales strategy in partnership with the CEO and executive team. Own new business bookings, pipeline coverage, and forecast accuracy. Scale the public-sector business across all government levels (local to federal). Lead expansion into regulated private-sector industries, shaping how Forerunner sells to new buyer types.
Organizational Leadership: Lead and develop a growing team of Account Executives and Business Development Representatives. Establish clear performance standards, territory and segment strategies, and operating rhythms. Recruit and develop high-performing sellers; build a mission-driven, results-oriented culture. Scale leadership capacity within the team.
Sales Process & Operational Rigor: Build systems, stages, and reporting that create predictability at scale. Partner with Operations to mature pricing, packaging, and deal structure. Guide the team through public-sector procurement and complex, multi-stakeholder buying cycles. Stay close to the work by joining calls, coaching live deals, and personally driving key opportunities to close.
Executive Cross-Functional Alignment: Serve as the executive voice of the market across the company. Partner with Customer Success on handoffs, expansion, and long-term account planning. Partner with Marketing to build a sustainable pipeline generation strategy. Influence Product through clear articulation of market needs and competitive dynamics.
SUCCESS METRICS (Year 1)
- Built Sales into a predictable, performance-driven function with reliable forecasting
- Grown new business bookings and pipeline in core public-sector market
- Established a repeatable motion for selling into regulated private-sector industries
- Strengthened AE and BDR teams through hiring, coaching, and clear standards
- Created tight alignment with Customer Success and Marketing across the customer lifecycle
COMPANY CULTURE
Forerunner is an early-stage, mission-driven company with an interdisciplinary team motivated by solving intractable problems. The team values in-person collaboration, provides competitive benefits (health/vision/dental, 401k, quarterly wellness reimbursement, one expensed lunch per week), and emphasizes building each other up through feedback and learning opportunities.
REQUIREMENTS
- Significant experience leading B2B SaaS sales teams, including managing managers
- Track record of scaling teams, building repeatable sales processes, and forecasting with accuracy
- Experience selling to complex, regulated buyers (GovTech experience is a plus; adjacent sectors such as infrastructure, energy, or construction are also relevant)
- Experience opening a new market, segment, or buyer type
- Strong executive presence and cross-functional influence
- Early-stage experience, comfort in the undefined, and willingness to do the work yourself (from prospecting to building processes from scratch)
- Leadership style that balances accountability with warmth and partnership
