Job Overview:
We are seeking a seasoned, quota-carrying Director of Government Sales to lead and expand our public-sector business nationwide, with a strategic emphasis on the NYC metro region. This is a high-impact individual contributor role for a seasoned government sales professional who brings deep expertise in procurement, contract strategy, distributor economics, and competitive positioning—paired with a strong focus on profitable growth.
The role encompasses:
- Management of existing sole-source and cooperative contracts (OMNIA)
- Aggressive new business development
- Direct negotiation with OEMs and distributors
- Extensive customer and partner engagement in the field
This position is ideal for a proactive, relationship-driven sales leader who creates opportunities, leverages OEM partnerships, and does not rely on reactive RFQ-based selling. This is not a people-management role.
Revenue Mandate
- Deliver $10M in new top-line revenue in 2026
- Drive margin-optimized growth across all opportunities
- Leverage existing contracts while expanding agency footprint and wallet share
Compensation & Incentives
Base Salary:
$120,000 – $150,000 (commensurate with experience)
On-Target Earnings (OTE): $300,000–$350,000 (uncapped upside)
Commission Structure (Gross Margin–Based)
Commission is paid on gross margin dollars, with a 20% payout up to quota and accelerated multipliers above quota. A seller achieving the $10M target with disciplined margin execution can reliably earn $300K+ in total compensation.
Key Responsibilities
Government Sales & Business Development
- Lead the full sales lifecycle for national and regional public-sector customers
- Drive revenue through existing sole-source and cooperative contracts
- Develop net-new opportunities across agencies, authorities, and public institutions
- Personally close deals; this role carries a direct quota.
Contract Ownership & Procurement Strategy
- Serve as primary owner of existing government contracts:
- Ensure compliance, utilization, and expansion
- Position contracts to accelerate sales cycles and reduce competitive exposure
- Identify opportunities for new contract vehicles and cooperative access.
Distributor & OEM Management
- Manage strategic relationships with major technology distributors and resellers
- Negotiate:
- Pricing and special bids
- Rebates and incentive structures
- Deal registration and margin protection
- Maximize gross margin while maintaining competitive market positioning
Customer & Field Engagement
- Act as the primary customer-facing representative for public-sector accounts
- Maintain a strong field presence with customers, OEMs, and partners
- Represent the company at customer meetings, procurement briefings, and industry events
Required Qualifications
- 7–12+ years of public-sector/government sales experience
- Demonstrated success selling technology solutions through reseller/distributor ecosystems
- Direct experience working with large IT resellers such as CDW, SHI, and WWT
- Proven track record managing and selling through government contract vehicles
- History of closing $5M–$15M+ annual public-sector deals
- Strong negotiation capabilities with a focus on gross-margin optimization
- Deep understanding of government procurement cycles and buying behavior
Preferred Qualifications
- Established relationships within NYC agencies, authorities, or public institutions
- Experience leveraging OMNIA, municipal, or state cooperative contracts
- Background in enterprise IT, infrastructure, networking, cloud, or hardware
- Ability to operate autonomously in a lean, entrepreneurial environment