Director, New Sales - Public Sector

Role Overview: 

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 into the Federal Government by creating and closing high-value opportunities, with a focus on strategic alignment and value-based selling. 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, with consistent, sustained performance.
• Experience selling directly into the Federal Government is required.
• 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