Director, Business Development, Public Sector SLED
MetaSource
full-time
Posted on:
Location Type: Remote
Location: Remote • Arizona, Connecticut, Florida, Idaho, Illinois, Iowa, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Minnesota, Missouri, Montana, New Hampshire, New Jersey, New York, North Carolina, Ohio, Pennsylvania, Rhode Island, Texas, Utah, Virginia, Wisconsin • 🇺🇸 United States
Visit company websiteJob Level
Lead
About the role
- Own the full sales lifecycle from opportunity creation through contract execution, including discovery, solution design, proposal development, negotiation, and closing for public sector clients.
- Drive revenue growth through a balanced focus on net-new client acquisition and expansion of existing government and education accounts, consistently meeting or exceeding assigned annual sales targets.
- Proactively create demand within the SLED market through executive-level prospecting, professional networking, social selling, industry events, and targeted outreach to state, local, and education decision-makers.
- Lead consultative discovery engagements to uncover operational inefficiencies, financial constraints, security risks, workforce challenges, and modernization priorities across agencies and institutions.
- Position and clearly articulate solution value, including intelligent document capture, content services, workflow automation, and process transformation, aligned to agency missions, compliance requirements, and ROI.
- Build, manage, and mature a large, diverse sales pipeline, ensuring consistent opportunity flow, accurate forecasting, and achievement of annual revenue and margin objectives.
- Engage cross-functional internal teams to develop, coordinate, and execute winning digital transformation solutions for clients.
- Develop, present, and negotiate tailored proposals and contracts that align with client requirements, procurement processes, funding cycles, and internal profitability expectations.
- Establish and maintain trusted relationships with executive decision-makers, influencers, coaches, and champions across organizations to gain insight, navigate complexity, and drive successful outcomes.
- Maintain accurate sales activity, pipeline, and forecast data using CRM tools (e.g., Salesforce), while actively participating in ongoing sales training and professional development focused on SLED markets.
Requirements
- Proven SLED sales experience: 8+ years selling digital transformation, SaaS, or technology-enabled services to state, local, and education organizations, with a consistent record of meeting or exceeding quota.
- Experience selling business process modernization technology and services to help clients achieve operational efficiency and transformation goals.
- Strong ability to uncover public agency needs, articulate value, build ROI-based business cases, and navigate long, multi-stakeholder buying cycles and formal procurement processes.
- Demonstrated success engaging CIOs, agency directors, superintendents, and other senior SLED leaders as trusted advisors and long-term partners.
- Advanced skills in opportunity qualification, forecasting, proposal development, and negotiations.
- Experience using CRM tools such as Salesforce or HubSpot.
- Deep understanding of SLED operating environments, funding cycles, and compliance constraints, combined with accountability, adaptability, and persistence in complex sales environments.
Benefits
- Employment is contingent upon completing and passing a drug screen, background and credit check.
- MetaSource is an equal opportunity employer.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
digital transformationSaaSbusiness process modernizationproposal developmentnegotiationopportunity qualificationforecastingsales pipeline managementcontract executionsolution design
Soft skills
consultative sellingrelationship buildingcommunicationadaptabilitypersistencestrategic thinkingproblem-solvingcollaborationinfluencingnegotiation