Vice President, Sales

RSI

. Own RSI's full sales cycle for state and local government across the United States and Canadian markets .

Posted 11/10/2026full-timeRemote • United StatesLead💰 $190,000 - $220,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing the full sales cycle for state and local government, including developing sales strategies, leading proposal processes, and establishing relationships with key stakeholders. Proven ability to meet revenue targets and execute marketing strategies while maintaining high ethical standards.

Highest-signal resume keywords

Sales Cycle ManagementGovernment Procurement ExpertiseCRM Systems ProficiencyExecutive Presentation SkillsStrategic Pricing Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentRFI/RFP ManagementEnterprise SaaS SalesForecasting and Pipeline ManagementCompetitive Pricing AnalysisContract NegotiationMarket Needs AssessmentSales Quota AchievementCost Build-Up AnalysisLead Generation

Soft Skills

Relationship BuildingCollaborative JudgmentResilienceStrategic ThinkingCommunication Skills

Tools & Technologies

CRM SystemsExcel

Industry Keywords

State GovernmentLocal GovernmentPublic SectorGovernment ContractsTax and Compliance

About the role

Key responsibilities & impact

Own RSI's full sales cycle for state and local government across the United States and Canadian markets
Own the annual revenue target with monthly, quarterly, and multi-year projections
Build and run sales strategies across U.S. states, local government agencies, Canadian provinces, and municipalities
Develop sales playbooks, strategies, and team structures for state and local government selling
Build and maintain a multi-jurisdictional pipeline and own forecasting and quarterly sales reviews
Build disciplined sales operations with standardized sales stages, forecast methodology, win/loss reviews, and consistent CRM use
Lead complex government procurement cycles, including opportunity qualification, decision-maker mapping, and stakeholder engagement
Establish relationships with elected officials, appointed executives, and department leaders
Develop pre-RFP strategies through executive engagement, legislative and budget tracking, and government-relations coordination
Deliver executive presentations and lead sales from first contact through contract award and project kickoff, then hand off to delivery and client success
Oversee government RFP and RFI review, bid/no-bid decisions, and responses
Lead proposal development and run a repeatable proposal process
Coordinate proposal pricing and oversee cost build-ups with delivery, product, finance, and other functions
Develop alternative pricing and contracting models and define risk and negotiation parameters
Define RSI's value propositions and positioning for state and local government
Own marketing strategy and execution, including lead generation, events, conferences, brand, and content
Monitor government and industry media, trends, competitors, and technology shifts
Direct competitive intelligence and convert market findings into sales and product input
Forecast and model addressable markets
Partner cross-functionally with delivery and product to scope and resource deals accurately
Assess market needs for products, enhancements, and adjacencies and develop go-to-market strategies
Hire, coach, and develop the sales, proposal, and marketing organization
Set individual and team goals and build a culture of accountability, learning, and retention
Report to the Chief Executive Officer

Requirements

What you’ll need

Bachelor's degree or equivalent experience accepted in business, marketing, or a related field
10+ years of direct management experience leading sales and marketing organizations selling software solutions to U.S. state or local governments
Minimum five years selling complex, enterprise SaaS solutions and services
Demonstrated track record of meeting or exceeding sales quota
Hands-on experience with the RFI, RFP, award, and project kickoff cycle for government contracts
Experience developing competitive pricing and cost build-ups for government bids
Experience working with state and local government executives and department management
Experience in tax and compliance is desirable
Advanced skills in CRM systems and Excel
Ability to travel 30% to 50%, based on opportunities
Strategic and analytical thinking
Resilience to see long government sales cycles through to contract
Executive presentation and communication skills
Relationship-building skills with public-sector stakeholders and internal teams
Collaborative judgment to balance risk and caution
Unquestionable integrity and high ethical standards

Benefits

Comp & perks

Equal opportunity employment
Employee experience guided by integrity, customer commitment, caring about people, innovation, inclusion, and responsibility