Senior Director, Sales - Public Sector

Your opportunity

New Relic is looking to add a key member to our Sales leadership team! The Senior Director of Public Sector is responsible for all aspects of our government focused sales organization in the US, including revenue and customer growth, recruiting and leading a diverse team, delivering scalable consumption based sales motions and identifying and engaging key partnerships. This tremendous individual will be a customer-focused industry leader with a proven track record of exceeding sales growth and adoption goals of SaaS products, specifically within Enterprise Accounts >1,000 employees. The role includes a deep accountability around closing new contracts with sophisticated customers, renewing contracts of existing customers and driving adoption of a cloud based consumption model currently being pioneered by New Relic in the Observability market. The ideal candidate will have a deep understanding of selling cloud based solutions to enterprise customers in the public sector and have experience in creating transformative initiatives for government entities and education customers. The role has a strong go to market (GTM) focus and will align to critical functions such as technical engagement, product development, marketing and support.

You will have deep experience in the Public Sector, leading and coaching distributed diverse teams across the full range of business development activities. You thrive at the intersection, alignment and management of business development, operations, sales engineering, proposal and contracts functions. You will be responsible for contract conversion, increasing consumption and growth in existing customers.

We are seeking problem solvers, innovators, and dreamers who are searching for anything but business as usual. Like us, you are highly motivated, data and goal driven, with an open, collaborative, and team-based approach to leadership and management.

What you'll do

• Create and deliver a Public Sector - Federal and SLED - strategic sales plan to serve as a road map for establishing and developing New Relic's client relationship using your detailed understanding of customer requirements
• Achieve client-specific revenue and growth targets, align sales activities to achieve quarterly and annual revenue targets while showing the ability to partner with our federal GSI's and regional partner ecosystem.
• Own the relationship within all public sector clients across objectives, opportunities, power map strategies, concerns and barriers; responsible for originating, managing and building strong personal relationships with key client executives, line of business decision-makers and influencers
• Identify new business opportunities, develop new senior level relationships, nurture and grow existing business
• Lead the growth plan and drive New Relic's position with key public sector entities and agencies
• Ability to travel regularly
• Meet and exceed consumption sales goals
• Engage with customer executives as a New Relic Sponsor on top accounts/opportunities
• Forecast all Key Performance Indicators of consumption
• Lead cross functional strategies for revenue and adoption.
• Successfully recruit, mentor and develop a high performing sales organization
• Input and design compensation strategies
• Engage and coach AE's on executive engagement and sales capability
• Maintain strong operational hygiene and integrity
• Implement consistent MEDDPPIC and CoM methodology for effective opportunity management
• Build Individual professional development plans for team members
• Inspire and lead career growth for team members
• Improve the scalability, efficiency and effectiveness of our sales team
• Communicate proactively with customers and internally within your team, handle risks and issues and raising upwards as needed
• Partner with pre-sales, marketing, channels, sales ops to identify revenue opportunities and drive revenue and customer satisfaction.
  

This role requires

• Minimum of 10 years experience in enterprise software sales
• 8+ years experience in sales management with a minimum of four in second line management
• 10+ years of progressively responsible experience within the Government and Education technology sales arenas
• Proven track record of sales success in government agency/public sector
• Demonstrable success driving large US Federal Government and State Local Government program capture
• Thorough understanding of US Federal Government procurement processes and contract vehicles is required
• Uses advanced US Federal Government domain / solutions knowledge to competitive advantage; has strong knowledge of government technology standards, security protocols and the regulations impacting the sale of technology solutions to the Federal Government
• Great ability to recruit, cultivate and motivate high performing sales teams
• Success in small/fast-growing company environments
• Tremendous record of consistently achieving sales targets
• Demonstrated understanding of strategic sales techniques in a high transaction environment in enterprise software
• Excellent written and verbal communication skills
• Bachelor's degree

Bonus points if you have

• Direct experience in observability strongly preferred
• MBA preferred.

Please note that visa sponsorship is not available for this position.

#LI-TK1