_{30th October, 2025}

Our client in Houston, TX, is seeking a VP of Sales to join their growing team!
 
This is a hybrid/full-time/direct-hire position.
Salary range based on experience: Up to $200k Base, plus 1-3% Commission of ARR

Position Overview:
As VP of Sales, you own our client's go-to-market and revenue engine across public safety, municipal government, and enterprise security. You'll set the strategy, hire and develop a killer team, install a rigorous operating cadence, and personally lead strategic pursuits with chiefs, city executives, and large agencies. You will partner tightly with Marketing, Product, Operations, and Customer Success to drive predictable new logos, expansions, and net revenue retention.
 
What You'll Do
Strategy & Ownership

• Build the multi-year revenue plan (targets, territories, quota design) and deliver on bookings/ARR, NRR, and gross margin goals.
• Define ICPs, segmentation, and coverage models for city/county/state agencies, campus/enterprise security, and international distributors.
• Own pricing & packaging, discount guardrails, and deal desk; standardize playbooks for municipal procurement, grants, and cooperative purchasing.

 
Team & Leadership

• Hire, develop, and lead a high-performance organization: AEs, SDRs, AMs, and regional/vertical leaders.
• Establish clear role definitions (SDR → pipeline; AE → new logos/expansion; AM → renewals/expansion), incentive plans, and career paths.
• Be a hands-on field leader—join discovery, executive alignment, negotiations, and council/board presentations; set the standard for excellence.

 
Operating System & Discipline

• Implement a rigorous GTM cadence: weekly pipeline/forecast, outbound reviews, distributor/channel reviews, and Marketing/Growth syncs.
• Enforce stage definitions, exit criteria, MEDDICC-style qualification, mutual close plans, and spotless HubSpot hygiene.
• Stand up dashboards and weekly scorecards (pipeline coverage, win rate, cycle time, ACV, NRR/GRR, churn risks) with forecast accuracy.

 
Pipeline Generation & Marketing Partnership

• Sharpen lists, messaging, and sequences for public-safety buyers (chiefs, city managers, procurement).
• Partner with Marketing on IACP and major events (pre-book meetings, talk tracks, client dinners), customer stories, and targeted digital/outbound.
• Drive a constant drumbeat of wins and references to accelerate multi-city replication.

 
Government Sales Excellence

• Coach the team on municipal procurement cycles, RFP/RFQ responses, sole-source and cooperative contracts, and budget timing.
• Guide security/compliance reviews and contract negotiations (MSAs, DPAs) with awareness of public-safety requirements; coordinate with Legal.
• Provide grant guidance and ROI frameworks for chiefs and city stakeholders to unlock funding and accelerate approvals.

 
Channel/International

• Build a structured distributor/partner program: qualification, enablement, joint business plans, pipeline commits, and performance tiers.
• Convert distributor meetings into forecastable revenue with shared accountability and quarterly reviews.

 
Cross-Functional Partnership

• Provide market feedback to Product on features, integrations, and roadmap priorities (DFR, docks, analytics, evidence workflows).
• Align with Customer Success/Implementation on deployment readiness, adoption, expansion plays, and executive business reviews.

 
What Success Looks Like (KPIs)

• Consistent attainment of quarterly bookings/ARR targets with an accurate weekly forecast.
• 3-4× qualified pipeline coverage and improving win rate/cycle time.
• Healthy logo growth, rising ACV, and strong NRR/GRR with controlled churn.
• Scalable hiring, onboarding, and enablement with clear playbooks and repeatable execution.
• Distributor/partner contribution is growing with predictable joint forecasts.

 
Qualifications

• 10+ years in B2G sales with 5+ years leading managers and multi-region teams in complex, technical sales; a mix of software + hardware strongly preferred.
• Deep experience selling to government/public-safety or municipal buyers; mastery of procurement, RFPs, contracting, and budget cycles.
• Proven record building from $0→$XM+ with a repeatable methodology (e.g., MEDDICC/Challenger) and top-tier forecast accuracy.
• Builder-operator who installs systems (HubSpot expert: pipelines, sequences, reporting), attracts A-players, and scales discipline.
• Executive presence with chiefs/city leaders; elite discovery, negotiation, and storytelling skills.
• Comfortable in a high-velocity startup; bias to action, field-led, and data-driven.
• Willingness to travel to customers, partners, and industry events as needed.

 
Tools You Know

• HubSpot CRM (must), sales engagement platforms, proposal/RFP tools, and standard revenue analytics/reporting.

Applicants must be authorized to work in the U.S.

We are an equal opportunity employer. We do not discriminate hiring or employment against any individual on the basis of race, color, gender, national origin, ancestry, religion, physical or mental disability, age, veteran status, sexual orientation, gender identity or expression, marital status, pregnancy, citizenship, or any other factor protected by anti-discrimination laws. 

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