Senior Sales Manager - State and Local Government, Capital Planning

The Sales Manager – SLED, Capital Planning will lead a team of Account Executives responsible for driving growth across State and Local Government customers throughout the United States. This leader will be accountable for developing a high-performing sales team, executing against revenue targets, improving pipeline creation and conversion, and helping customers solve complex capital planning and facilities challenges through Gordian’s solutions.

The ideal candidate is a hands-on sales leader who knows how to coach sellers through complex, consultative sales cycles while creating accountability around pipeline development, opportunity management, forecasting, and execution. Experience selling into the public sector and navigating government procurement, budgeting, contracting, and RFP processes is highly valuable.

Key Responsibilities

• Lead, coach, and develop a team of SLED Account Executives to consistently achieve individual and team revenue goals.
• Establish clear expectations around prospecting, pipeline generation, account planning, opportunity progression, forecasting, and closing.
• Conduct regular 1:1s, pipeline reviews, deal strategy sessions, and performance coaching focused on both results and seller development.
• Maintain strong forecast discipline and provide leadership with an accurate, evidence-based view of pipeline, risk, and expected performance.
• Coach sellers on complex, consultative opportunities involving multiple stakeholders, executive buyers, procurement teams, and lengthy public-sector buying cycles.
• Drive adoption and consistent execution of Gordian's sales methodology, CRM requirements, qualification standards, and sales processes.
• Help the team develop compelling business cases around facility condition, deferred maintenance, capital prioritization, budgeting, risk, and long-term capital planning.
• Partner closely with Business Development, Pre-Sales, Operations, Finance, Legal, Marketing, Customer Success, and other Gordian teams to move opportunities efficiently from discovery through contracting and delivery.
• Build a strong culture of accountability, collaboration, continuous improvement, and customer focus.
• Identify performance gaps early and develop clear coaching and action plans to improve results.
• Support recruiting, onboarding, training, and development of new Account Executives as the organization grows.
• Use sales data and KPIs to identify trends, diagnose pipeline or conversion challenges, and implement actions that improve team performance.
• Ensure sellers understand and appropriately navigate public-sector procurement requirements, contracting vehicles, RFPs, budgeting cycles, and funding considerations.
• Participate in customer meetings and strategic opportunities when leadership involvement can help advance the sale or strengthen executive relationships.

What We're Looking For
The strongest candidate will bring demonstrated success leading B2B sales teams in a complex, consultative environment, with experience selling into State and Local Government strongly preferred. They should have a track record of coaching sellers to quota attainment, building pipeline, managing forecasts, and improving sales execution—not simply managing activity.

They should also be comfortable operating in an environment where deals can involve long sales cycles, multiple decision-makers, procurement requirements, contracting complexity, and significant coordination across internal teams.

Preferred Qualifications

• 8+ years of successful B2B sales experience, preferably within SaaS, professional services, facilities, construction technology, asset management, capital planning, or a related field.
• 5+ years of direct sales management experience with responsibility for quota-carrying sellers.
• Demonstrated success leading teams against revenue and pipeline targets.
• Experience selling to State and Local Government organizations strongly preferred.
• Understanding of government procurement, RFPs, contracting vehicles, budgeting, and public-sector sales cycles.
• Strong forecasting, pipeline management, CRM, and sales analytics capabilities.
• Experience coaching a structured sales methodology such as MEDDPICC, SPICED, Challenger, or similar.
• Strong executive communication and presentation skills.
• Ability to balance accountability with coaching and employee development.
• Comfortable working cross-functionally in a matrixed organization.
• Willingness to travel for customer meetings, industry events, team meetings, and strategic opportunities as needed.

What Success Looks Like
Success in this role means building a team that creates enough qualified pipeline to consistently achieve its targets, forecasts accurately, advances opportunities with discipline, develops strong executive relationships, and works effectively with Gordian's internal partners. Just as importantly, this manager will develop stronger sellers—creating clarity around expectations, coaching gaps early, recognizing strong performance, and building a team culture centered on accountability and customer outcomes.

Compensation: The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 140800 - 235100