Head of Sales, Government

The role

Lead government sales as a player-coach: close deals with state, city and county agencies, build and lead a sales team, and scale an existing playbook across states, cities and counties. The role reports directly to the CEO.

What you will do

• Scale the existing sales playbook across states, cities and counties
• Run meetings, develop pipeline and own go-to-market strategy for government sales
• Sell directly as a player-coach, closing deals with customers
• Hire, coach and develop a high-performing sales team
• Partner with marketing on event presence, lead generation and top-of-funnel pipeline
• Use AI tools to speed up outreach, communications and pipeline management
• Build relationships with agencies, elected officials, regulators and associations
• Develop data-driven forecasts and report pipeline health to leadership
• Refine deal desk, sales qualification and process as the company grows

Required qualifications

• Proven government sales background closing SaaS-based contracts with state, city or county agencies
• Track record closing $1M to $15M+ ARR deals with government entities
• Deep familiarity with government procurement processes
• Experience leading and recruiting a sales team
• Highly data-driven, with a bias toward accountability and measurable outcomes
• Comfortable with significant travel and an events-heavy calendar
• Ready to work with AI-powered tools for outreach and communications
• First-principles thinker who can adapt playbooks, not just follow them
• Experienced enough to operate independently and still love selling

Benefits

• Equity

Before you apply

• Partnerships already active across 15 states, with an existing pipeline; this is not a build-from-scratch role

About the company

Wonderschool uses technology to support child care providers operating from homes, in government and in non-profit sectors. It also runs an accessible marketplace that helps parents find child care.