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Nearmap is seeking a Vice President of Sales for Government to build and lead the team selling aerial imagery and property intelligence to city, county, and state government agencies. You will own net-new bookings and expansion revenue across government accounts, ranging from five-figure to $1M+ deals, and lead a team spanning SMB through enterprise segments.
Key responsibilities include:
- Own net-new and expansion revenue within government accounts, partnering with Customer Success on upsell opportunities
- Lead and coach a team of government sales reps with varying seniority and deal sizes
- Develop team members and manage performance through coaching, feedback, and recognition
- Cascade company vision into individual goals, OKRs, and KPIs aligned to Nearmap's strategy
- Personally manage sales engagement for high-value prospects and senior public sector stakeholders
- Set and drive weekly, monthly, and quarterly activity and performance targets
- Develop and execute sales strategy and plans for direct government accounts
- Drive pipeline qualification rigor, enforce clear criteria, and manage stage aging
- Analyze and optimize sales and customer processes to improve operational efficiency
- Map key stakeholders, technical requirements, and business processes for target accounts
- Partner with Marketing on strategy, campaigns, and demand generation
- Build cross-functional relationships across Technology, Product, Marketing, Engineering, Finance, RevOps, Customer Success, and People & Culture
- Establish Salesforce compliance and build effective reporting using Salesforce, Looker, and Gong
- Leverage AI tools for business analysis, forecasting, and strategic account planning
- Provide detailed performance reporting and forecast accountability
- Recruit, onboard, and develop high-performing sales talent
- Create a culture of accountability with clear objectives and consistent coaching
- Run team meetings, one-on-ones, coaching sessions, and call shadowing
- Identify training and development needs and provide resources
- Drive additional revenue opportunities through incremental programs and projects
Requirements:
- 8+ years managing quota-carrying sales reps, including at least 3 years in SaaS sales leadership
- Experience selling into public sector, particularly city and state government
- Demonstrated ability to lead effective sales teams with proven track record of meeting and exceeding targets
- Proven leadership capability developing and coaching high-performing teams
- Strong command of sales numbers and daily metrics, with experience using tools like Gong
- Thorough understanding of subscription business models and strong negotiation skills
- Strong commercial acumen and enthusiasm for coaching at all levels
- High competence with CRM platforms, ideally Salesforce
- Excellent written, visual, and verbal presentation skills
- Self-motivated, self-directed, with strong emotional intelligence and results-driven mindset
- Exceptional collaboration skills and track record of building positive relationships
- Direct and respectful communication style
Preferred Qualifications:
- Bachelor's degree in business discipline
- Experience in geospatial, imagery, mapping, or property intelligence
- Experience leading sales teams through rapid growth or transformation
