Director, New Sales - Public Sector

At Icertis, we are powering contract intelligence to transform how companies manage and unlock value from their contracts. The Sales Director, New Sales, Public Sector is responsible for driving sales by creating and closing high-value opportunities, with a focus on strategic alignment and value-based selling specifically for government clients. This role is designed for a driven, energetic salesperson who thrives in value-based, consultative selling, particularly with senior business leaders and decision-makers across various domains and can anticipate customer needs based on strategic insights. Success in this role requires strong storytelling, hustle, and the ability to engage and influence C-level executives while managing complex sales cycles. You will work collaboratively with a team of subject matter experts, value engineers, and technical advisors, to deliver strategic solutions that create long-term business value for clients.

All in all, you are an integral part of the success of our clients, the growth of our business, and building a culture of winning!

What You Will Do:

• Create & Close Opportunities: Proactively identify, develop, and close Icertis-based opportunities by deeply understanding customer opportunities and aligning solutions to their business objectives.
• Manage Complex Sales Cycles: Own the entire sales cycle, from inception to deal closure, ensuring a structured, strategic approach that positions Icertis as a value-driven solution provider.
• Consultative Selling: Engage in deep, outcome-based discussions with senior business leaders to understand their needs and position tailored solutions that deliver measurable business results.
• Executive Engagement: Build, nurture and maintain strong relationships with C-level executives, ensuring alignment with key decision-makers to expedite deal closure.
• Lead Cross-Functional Teams: Collaborate with marketing, lead-gen, presales, technical advisors, and other internal teams to develop and execute solution strategies for prospective clients.
• Territory Management: Develop and implement a territory strategy that drives consistent results and maximizes market penetration, leveraging both self-generated leads and internal resources.
• Storytelling & Value Articulation: Deliver crisp, compelling narratives that articulate the financial and strategic value of Icertis’s platform to address business opportunities, leading with insight rather than product features.
• Strategic Foresight: Understand the customer’s current business opportunities while anticipating future needs, providing big-picture, strategic thinking that positions Icertis for long-term success.
• Active Listening & Responsiveness: Listen attentively to customer needs, respond with tailored solutions, and maintain strong follow-through to build trust and influence.
• Challenge & Reframe: Confidently question customer thinking to reframe business problems and position Icertis’s CLM solutions as the preferred choice.
• Hustle & Energy: Bring passion, drive, and an entrepreneurial spirit to generate new opportunities, close deals, and exceed sales targets.
• Pipeline Management: Maintain accurate and up-to-date sales information in systems like Salesforce, ensuring transparency and accountability in forecasting and deal management.

What You Bring:

• 7+ years of enterprise software sales experience prefered, with consistent, sustained performance.
• Experience selling to the public sector required, strong preference selling to federal government agencies.
• Preferred experience in selling Enterprise SaaS, domain experience in CLM, ERP, or BSM is desirable.
• Deep understanding of key customer opportunities and industry-specific business drivers.
• A successful track record of closing multiple large enterprise software sales, consistently exceeding $1m ARR quotas.
• Excellent communication skills, both written and oral.
• Proven ability to effectively manage sales pipelines and accurately forecast revenue outcomes.
• Experience inspiring cross-functional teams, including Solutions Advisory, value engineers and industry advisors to develop tailored solutions that drive long-term customer success.
• Strong negotiation skills with the ability to walk away from deals that don’t align with business objectives.
• Proficiency in Salesforce and other CRM tools to manage pipelines, forecast accurately, and report deal progress.
• Exceptional communication and presentation skills, with a track record of delivering impactful presentations to senior audiences.
• Developed and executed strategic sales plans to generate new opportunities.
• Bachelor’s degree in business or related field or equivalent work experience.

What We’re Looking For:

• A proven strategic thinker who can question customers, reframe problems, and deliver solutions that align with Icertis’s value proposition.
• A leader with hustle and energy, who thrives in a high-performance environment and is passionate about building relationships and closing deals.
• Someone with a customer-first mindset who engages deeply with clients to understand their needs and deliver solutions that drive impactful business results.
• Strong territory management skills with a focus on maximizing market penetration and delivering consistent results.

Compensation:

Base:  120-180K

OTE: 240-360K (50/50)

Pay offered will vary based on job-related factors such as location, experience, training, skills, and abilities. In addition to the base salary and annual sales target incentive bonus, an equity component is included in the compensation package.

Our Commitments: Icertis is committed to:  

• Icertians (employees) and their family's physical, mental and financial health and wellbeing
• Turbocharging Icertians careers
• Making a social and environmental impact in our communities 
• Cultivation and advancing a culture of diversity, equity, inclusion and belonging (DEIB) within our company, customers, and suppliers
• Generous holidays including the 4th of July week off – paid 
• Free professional and leadership coaching
• Annual personal development allowance 

What we offer:  

• Robust medical (physical & mental vision and dental benefits 
• Employee assistance program (EAP) 
• Equity (RSUs) and shared ownership in the company 
• Generous 401K match 
• Flexible work environment 
• Paid maternity and paternity leave 
• Generous holiday and PTO program
• CaaS (coaching as a service)
• Annual personal development allowance 
• 7 Days for Humanity – 7 paid volunteer days annually
• Global and regional DEIB steering committees, employee resource groups (ERGs) 
• Global DEIB training programs and guest speakers throughout the year