SpruceID

SpruceID

Head of Sales

United States

Sponsorship not specifiedDetected 92 days ago
CRMSalesBusiness DevelopmentPipeline ManagementNegotiationOutbound SalesForecastingProcurementCadenceResearchLeadershipCommunicationAdaptability

About the role

  • This role is fundamentally a system builder mandate.
  • SpruceID has strong momentum and a high level of activity across the business, but the go-to-market (GTM) and sales function is still evolving.
  • You will be responsible for designing and operationalizing a scalable, repeatable sales system from the ground up - this is not a role inheriting an established playbook.

Responsibilities

  • Build the sales system from scratch - Design and implement SpruceID's end-to-end sales and GTM operating system, including pipeline management, forecasting, campaign execution, and performance tracking. Establish structure in a highly ambiguous environment.
  • Install operational discipline - Create and enforce rigor across CRM, sales operations, and reporting. Drive consistency in pipeline hygiene, deal progression, and forecasting in the absence of existing standards.
  • Drive and close active deals - Step into a highly active pipeline and lead strategic opportunities through to close, particularly within state government accounts.
  • Own SLED GTM strategy (state-first) - Develop and execute a focused GTM strategy for state and broader SLED markets, with a deep understanding of procurement dynamics, buying cycles, and stakeholder landscapes.
  • Navigate complex government procurement - Lead deals through RFPs, compliance requirements, and security reviews, while aligning internal stakeholders to meet public-sector constraints and timelines.
  • Launch and refine pipeline generation - Build and iterate on outbound and inbound strategies to sustain deal flow, while prioritizing high-value opportunities in a resource-constrained environment.
  • Create clarity from ambiguity - Partner closely with leadership (especially Wayne) to translate high-level direction into executable plans, prioritization frameworks, and measurable outcomes.
  • Build the sales system from scratch - Design and implement SpruceID's end-to-end sales and GTM operating system, including pipeline management, forecasting, campaign execution, and performance tracking.
  • Build the sales system from scratch
  • Design and implement SpruceID's end-to-end sales and GTM operating system, including pipeline management, forecasting, campaign execution, and performance tracking. Establish structure in a highly ambiguous environment.

Requirements

  • Public Sector Expertise (Critical): Proven success selling into U.S. state government environments, with deep understanding of SLED - particularly state-level procurement, compliance constraints, and buying processes.
  • Services-Led Sales Background: Experience selling services into government environments (e.g., consulting firms, systems integrators, or services-heavy organizations).
  • Strong understanding of how services engagements evolve into longer-term platform or product relationships.
  • Operational Rigor: Highly structured and process-oriented, with strong CRM discipline, pipeline management expertise, and forecasting capabilities.
  • Communication & Influence: Exceptional communication skills with the ability to engage and influence stakeholders ranging from technical teams to senior government executives.
  • Cross-Functional Leadership: Proven ability to work across product, engineering, delivery, legal, and executive teams to align sales execution with product capabilities and delivery outcomes.
  • You will actively engage in key deals from initial outreach through contract negotiation and closing, while also building the systems, processes, and operating cadence required to scale.
  • Exceptional communication skills with the ability to engage and influence stakeholders ranging from technical teams to senior government executives.
  • Public Sector Expertise (Critical): Proven success selling into U.S. state government environments, with deep understanding of SLED - particularly state-level procurement, compliance constraints, and buying processes. Experience navigating complex RFPs and long sales cycles is essential having personally demonstrated closing complex government or public-sector deals involving multiple agencies, procurement layers and long-cycle approvals.
  • Services-Led Sales Background: Experience selling services into government environments (e.g., consulting firms, systems integrators, or services-heavy organizations). Strong understanding of how services engagements evolve into longer-term platform or product relationships.
  • System Builder: Demonstrated ability to build and operationalize sales systems from the ground up. Comfortable creating structure, processes, and discipline in ambiguous, early-stage environments without predefined playbooks.
  • AI Fluency (Required): Hands-on experience using AI tools to enhance sales workflows and productivity. Ability to articulate practical applications of AI in GTM strategy and execution (e.g., automation, research, pipeline insights, content generation). Familiarity with emerging concepts such as modern AI tooling ecosystems (e.g., MCPs) is a plus.
  • Domain Familiarity (Preferred): Experience or exposure to digital identity, IAM, or broader digital trust ecosystems. Strong preference for candidates who understand the competitive and partnership landscape (e.g., Okta, Socure, CLEAR, etc.) and can position within that ecosystem.
  • Adaptability: Comfort operating in a shifting business model (services-first evolving toward software) and in a fast-moving, ambiguous environment.
  • Travel: Based in the U.S. and willing to travel as needed to meet with government clients and attend company events (significant travel expected).

Nice to have

  • Hands-on experience using AI tools to enhance sales workflows and productivity.
  • Ability to articulate practical applications of AI in GTM strategy and execution (e.g., automation, research, pipeline insights, content generation).
  • Familiarity with emerging concepts such as modern AI tooling ecosystems (e.g., MCPs) is a plus.
  • Experience or exposure to digital identity, IAM, or broader digital trust ecosystems.
  • Strong preference for candidates who understand the competitive and partnership landscape (e.g., Okta, Socure, CLEAR, etc.) and can position within that ecosystem.
  • AI Fluency (Required): Hands-on experience using AI tools to enhance sales workflows and productivity.
  • Domain Familiarity (Preferred): Experience or exposure to digital identity, IAM, or broader digital trust ecosystems.

Company info

  • Based in the U.S. and willing to travel as needed to meet with government clients and attend company events (significant travel expected).
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This listing is sourced directly from SpruceID's careers page and normalized into a canonical job model.