Vice President Sales - Government

Job Description

We're looking for a Vice President Sales, Government to build and lead the team that puts Nearmap's aerial imagery and property intelligence into the hands of the agencies planning, protecting, and maintaining America's communities. You'll own net-new and expansion revenue across city, county, and state government accounts, coaching a team that spans SMB through enterprise and deals from five figures to $1M+. This is a build-and-scale leadership role: you'll set the sales strategy, create a culture of accountability and high performance, and represent Nearmap in front of senior public sector stakeholders. If you're energized by developing sellers, sharpening pipeline discipline, and turning a growing team into a predictable revenue engine, this is the role for you.

• Own and drive both net-new bookings and expansion revenue within existing government accounts, partnering closely with Customer Success to identify and execute upsell opportunities (post-sale retention and renewal execution sit with CS)
• Lead and coach a team of government sales reps spanning SMB through enterprise and strategic accounts, with deal sizes from five figures to $1M+ and wide variation in rep seniority and tenure
• Coach up, and where needed coach out and backfill, supporting the team to find net-new and upsell opportunities across their territories
• Cascade the company vision into individual goals, OKRs, and KPIs so the team's daily work ladders up to Nearmap's strategy
• Manage sales engagement personally for high-value prospects and customers, building strong relationships with senior public sector stakeholders alongside our other sales leaders
• Set, monitor, and drive weekly, monthly, and quarterly activity and performance targets for the government sales team
• Plan, direct, and control sales strategy to meet targets for direct government accounts, and develop and execute a sales plan aligned to the broader strategic plan
• Drive pipeline qualification rigor: enforce clear qualification criteria before opportunities enter forecast, and actively manage stage aging to eliminate stale pipeline
• Analyze, evaluate, and optimize sales and customer processes, and manage initiatives aimed at improving the efficiency of the existing operation
• Map key stakeholders, technical requirements, and business process for target accounts
• Partner with Marketing on strategy, campaigns, and demand generation, and contribute input into new products, marketing techniques, and incentive schemes
• Build and maintain healthy working relationships across Technology, Product, Marketing, Engineering, Finance, RevOps, FlightOps, Customer Success, and People & Culture
• Establish a high degree of Salesforce compliance and efficiency within the team, and build effective reporting using Salesforce, Looker, and Gong to manage performance and forecast accurately
• Use AI tools for business analysis, forecasting, and strategic account planning at a leadership level
• Provide detailed performance reporting, insights, and forecast accountability, and share sales data transparently across the business
• Recruit and select high performers, own complete onboarding for new starters, develop talent, and recognize and reward performance
• Create a culture of accountability with clear objectives, KPIs, and processes, and drive high performance through consistent coaching and quality feedback
• Run regular team meetings, one-on-ones, coaching sessions, side-by-sides, and call shadowing to review performance, share knowledge, and develop the team
• Identify training and development needs and provide the resources to close them
• Drive additional revenue opportunities by applying incremental programs or projects initiated by the SVP Sales, Commercial and Government

Qualifications

• 8+ years of experience managing quota-carrying reps, including at least 3 years in a SaaS sales leadership role
• Experience selling into the public sector, particularly city and state government
• Demonstrated ability to lead effective sales teams with a proven track record of meeting and exceeding sales targets
• Proven leadership capability developing and coaching high-performing teams, with the ability to set high standards and mentor an evolving workforce at varying levels of experience
• Strong command of sales numbers and daily sales metrics, with experience coaching using tools such as Gong
• Thorough understanding of subscription business models and strong negotiation skills
• Strong commercial acumen and the enthusiasm to coach at all levels
• High competence with CRM platforms, ideally Salesforce
• Excellent written, visual, and verbal presentation skills, with the ability to prepare reports, make a compelling sales argument, and sell value
• Self-motivated and self-directed, with strong emotional intelligence, composure, tenacity, and a results-driven mindset
• Exceptional collaboration skills and a hunger to exceed customer expectations, with a track record of building positive relationships with colleagues and management peers
• Direct and respectful communication style and a strong brand ambassador for the business

Preferred Qualifications:

• Bachelor's degree in a business discipline
• Experience in geospatial, imagery, mapping, or property intelligence
• Experience leading sales teams through a period of rapid growth or transformation

Additional Information

All your information will be kept confidential according to EEO guidelines.

Why you'll love working at Nearmap:

We move fast and work smart; often wearing multiple hats. We adapted to remote working with ease and are continually looking at ways to improve. We’re proud of our inclusive, supportive culture, and maintain a safe environment where everyone feels a sense of belonging and can be themselves.

In addition to your annual leave, Nearmap offers:

• 4 extra "YOU" days off each year—take a break, no questions asked!
• Company-sponsored volunteering days to give back.
• Generous parental leave policies for growing families.
• Work from Overseas Policy - explore the world in the approved list of cities while you work!
• Discounted Private Health Insurance plans.
• A Nearmap subscription (naturally!).

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