Head of Sales – Player-Coach

GovSignals

Head of Sales building and scaling sales processes while leading enterprise pipeline for GovSignals’ AI-driven government contracting solutions.

Posted 3/31/2026full-timeWashington, D.C. • New York, Washington • 🇺🇸 United StatesLead💰 $150,000 - $250,000 per yearWebsite

About the role

Key responsibilities & impact

Carry and close your own enterprise pipeline end-to-end: prospecting, discovery, demos, deal structure, and close
Partner with the CRO on GTM strategy, sales process design, pricing, and competitive positioning
Hire, onboard, and develop a team of elite Account Executives who sell consultatively and close with conviction
Jump into your reps’ deals—diagnose what’s stuck, sharpen the narrative, and help close alongside them
Build and continuously refine sales playbooks, qualification frameworks, onboarding programs, and coaching rhythms
Approve quotes, structure creative deals, and navigate complex multi-stakeholder buying processes across the team’s pipeline
Own pipeline reporting, forecasting accuracy, and CRM discipline for the full sales organization, including all conference pipeline
Collaborate with Marketing, Product, and Client Success to tighten positioning, improve feedback loops, and accelerate revenue
Engage existing clients to deepen relationships and unlock expansion opportunities
Represent GovSignals at industry events, conferences, and in senior prospect conversations

Requirements

What you’ll need

Proven track record of building and scaling a sales team from early stage through meaningful revenue milestones—you’ve designed the system, not just run inside one
Strong personal selling record: history of closing six- and seven-figure enterprise SaaS deals as an individual contributor
Experience as a founder, early sales hire, or sales leader at a high-growth startup where ambiguity was the norm and you thrived anyway
Deep expertise in consultative, value-based selling—you diagnose before you prescribe
Ability to operate as a strategic partner to leadership on pricing, positioning, and GTM design
Strong hiring instincts: you know how to find, assess, and close elite sales talent
Exceptional executive presence and C-suite engagement skills
Proficiency in CRM systems and a belief in rigorous pipeline discipline
Government contracting familiarity preferred but not required.

Benefits

Comp & perks

100% employer-paid medical, vision, and dental (Bronze coverage)

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

enterprise pipeline managementsales process designconsultative sellingvalue-based sellingdeal structuringpipeline reportingforecasting accuracyCRM proficiencyhiring and onboardingcoaching

Soft Skills

leadershipstrategic partnershipexecutive presencecommunicationrelationship buildingproblem-solvingteam developmentadaptabilitynegotiationcollaboration