Senior Director of Public Sector Sales

HeadLight is the leading provider of a highly configurable construction management, materials management, and testing platform offering agile off-the-shelf capabilities. Since 2005 HeadLight has served Public Sector Agencies, State DOTs, Engineering Firms, Suppliers, and Contractors in the transportation infrastructure segment with innovative solutions and exceptional service. Our solutions have been relied upon to deliver 5,000+ transportation construction projects nationwide. HeadLight excels at serving agencies as they modernize workflows and tools, improve mobility, and address double entry coupled with our agile partnership approach reflecting current industry conditions.

What You’ll Do As Senior Director of Public Sector Sales within HeadLight’s Growth Team:

• Leverage your industry understanding of infrastructure owners and relationships within those agencies to develop strategies to unlock growth in the public agency sector. You will deliver a public sector strategy that will assist Account Executives to successfully reach quota across all sales regions.
• Engage in hands-on partnership with Account Executives to drive pipeline growth with public sector prospects and close opportunities. Account Executives will own execution of the strategy at the account level. The Senior Director of Public Sector Sales will partner with Account Executives to craft account plans that clearly articulate our value proposition, as aligned to specific account needs.
• Engage with prospects in account calls and industry events to develop executive relationships and glean insights to grow the pipeline and guide the HeadLight solution set. 
• Coach Account Executives, using your industry expertise to help establish a vision and strategy to guide our long-term approach to net-new logo pipeline generation within the public sector segment.
• Coach and assist the Account Executive team to deliver a consultative/solution sales approach.
• Consistently deliver ARR revenue targets to support HeadLight’s YoY growth, demonstrating your dedication to deadlines and delivery of pipeline commitments.

• You will listen intently to the industry and stakeholders, competitors, and buyers to help shape Headlight positioning within the public sector segment.

• Identify, pursue, engage, close sales opportunities across the public sector.
• Collaborate with the Solutions Engineering team to understand and become an expert in HeadLight solutions.  Guide Account Executives and prospects on appropriate and value-focused solution sets.
• Actively prospect to cultivate new public sector relationships.
• Provide guidance, insights to the Senior Leadership Team and Growth Team members involved in closing complex sales opportunities.
• Work as a team to ensure the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions, including Marketing and Communications, Operations, Customer Experience, and Solutions.
• Champion HeadLight to prospective Owner clients during sales presentations, site visits, industry event attendance, and product demonstrations.

How You’ll Be Successful

• We Invest with Intention:  With limited time, we choose our investments carefully to maximize our impact. We prioritize investments in understanding, leading to better decisions. We choose investments that will pay dividends over time. We invest as a team, with shared purpose and drive.
• We Bias Towards Action: We choose to act fast and be nimble. We seek data to guide our actions, take calculated risks, and evaluate our successes and failures. We celebrate our wins, and learn from our mistakes.
• We Cultivate Ownership Culture: We hold each other accountable for delivering outcomes that achieve shared goals. We seek opportunities to tap in, and make decisions and commitments in service to company growth.
• We Are Customer Focused: We are strategic partners, listening and guiding without bias. We work to deeply understand our customers to help reach shared goals, leveraging our technology and collective expertise. We deliver best-in-class products and solutions in service of infrastructure.
• We Embrace Growth Mindset: We embrace learning, viewing challenges not as barriers to progress, but rather as opportunities for growth. We are comfortable with being uncomfortable. We know when to lean in and when to ask for help.

Requirements

• You have 8+ years experience in a public agency leadership role where modernization and value creation were essential to the success of your team.
• You have 5+ years of quota-bearing sales experience 
• Deep passion for modernizing transportation construction by providing high performance tools that connect the field and home office with real-time data.
• Proven track record developing and executing strategy and meeting measurable outcomes.
• You must have a deep commitment to advancing the transportation industry by leveraging technology.
• You must be adaptable, flexible, and dynamic in how you approach the market and internal stakeholders.
• You have experience in supporting evaluation and implementation of enterprise software, including the management of complex buying committee needs and long sales cycles.
• You possess excellent communication & interpersonal skills and can liaise effectively with senior stakeholders.
• You embrace new technology and embrace using Sales Enablement platforms and CRM (eg. Salesforce).
• You are results-driven, tenacious, and a strong team player.
• You have experience assessing complex software solutions for owners in the  construction and maintenance phases of the asset lifecycle.

Benefits

• Accrued PTO
• Sick Time
• 401k Match
• Employee Paid Medical, Dental, and Vision Premiums
• Home Office subsidy

• Monthly Telecommunications Reimbursement
• Salary Range: $160k-215k depending on experience + uncapped quarterly commission incentive. Total On-Target Earnings to be finalized in collaboration with the hiring manager.