The Role
SpruceID builds privacy-preserving, standards-based digital identity and credentialing solutions that give individuals control of their information while enabling governments and enterprises to deliver secure, interoperable services. We partner with public-sector organizations to modernize how identity is issued, verified, and used.
This person will operate at the intersection of strategic business development and public-sector digital transformation. You will lead SpruceID’s efforts to bring our solutions to U.S. state, local, education (SLED) and federal government markets. Your mission is to build a repeatable, measurable public-sector sales machine (inbound and outbound) and personally drive early deals that convert services-led wins into a scalable product go-to-market (GTM) motion for U.S. SLED and federal markets. You’ll work closely with SpruceID’s leadership and cross-functional teams to navigate complex government procurement processes and security reviews, ensuring our offerings meet all requirements to win contracts.
This role is hands-on and customer-facing. You will actively engage in key deals from initial outreach through contract negotiation and closing, while also building the frameworks, processes, and team culture needed to scale public sector sales for the long term. You’ll collaborate internally with delivery, security, product, and legal teams to align sales efforts with solution delivery and compliance. This job is fully remote within the U.S., with significant travel required to support state and federal customer engagements and attend periodic company gatherings.
What You’ll Do
- Establish a public-sector deal pipeline – Drive both inbound and outbound opportunities across U.S. SLED and federal markets to build a robust sales funnel.
- Install a CEO-grade sales operating system – Implement rigorous pipeline management, forecasting, and performance metrics to provide predictable results.
- Define ideal customer profiles (ICP) and offers – Identify target government customer segments and package SpruceID’s solutions into compelling, needs-based offers for those audiences.
- Build and enforce CRM discipline – Develop consistent processes and data hygiene in our CRM, ensuring all leads, opportunities, and outcomes are meticulously tracked and analyzed.
- Launch outbound and inbound engines – Kick off targeted outbound campaigns and scalable inbound marketing programs to generate qualified leads and maintain steady deal flow.
- Navigate government procurement & compliance – Work closely with internal teams (delivery, security, legal, product) to clear procurement hurdles, address security requirements, and satisfy regulatory gates throughout the sales cycle.
- Lead early strategic deals – Personally drive and close initial high-impact deals, converting early services-led wins into repeatable product success stories that set the stage for scalable growth.
Qualifications
- Experience: 8+ years in enterprise software sales or business development, with significant focus on public sector (government) clients.
- Public Sector Success: Proven track record of selling to state and federal government customers – navigating RFPs, procurement processes, and security reviews – and working closely with internal delivery, security, and legal teams to win complex contracts.
- Systems Builder: Demonstrated ability to build and scale sales systems and processes from the ground up, bringing structure, metrics, and discipline to a nascent function.
- Communication: Exceptional communication and presentation skills, with the ability to influence stakeholders at all levels (from technical staff to senior government executives).
- Sales Discipline: Data-driven, process-oriented approach to sales management, with hands-on expertise in using CRM tools, pipeline analytics, and forecasting to drive decision-making.
- Cross-Functional Leadership: Strong leadership and collaboration skills; able to partner effectively with product, engineering, delivery, and executive teams to align sales efforts with product roadmaps and successful implementations.
- Travel: Based in the U.S. and willing to travel as needed to meet with government clients and attend company events (significant travel expected for on-site engagements).
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The Company
What We Do
Spruce is building a future where users own their identity and data across all digital interactions. Our open-source credentialing infrastructure is standards-compliant, production-ready, and extensible into typical enterprise and government IT systems.
