Head of Sales
SpruceID provides digital trust infrastructure for government services. Its standards-based products help governments and other organizations issue, verify, and manage privacy-preserving digital credentials, including wallets, SSO, fraud prevention, and workflow modernization.
Maintainer signals as of 8/14/2026
Funding history
About SpruceID
SpruceID builds privacy-preserving digital identity and trust infrastructure for government, financial institutions, and enterprises. Its offerings include digital IDs and wallets, identity gateways and SSO, verification, document intake, form modernization, legacy-system integration, and zero-trust security capabilities. The company helps states and cities modernize service delivery through interoperable, standards-based digital credentials and data systems that reduce fraud and support resident control of personal data.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will build and operationalize SpruceID’s public-sector sales and go-to-market system from the ground up. You will develop SLED strategy, navigate government procurement, generate pipeline, personally lead complex deals through negotiation and closing, and establish disciplined CRM, forecasting, reporting, and sales processes. You will also shape partnerships and translate services-led wins into repeatable product and licensing motions.
Requirements
- 8+ years of experience in enterprise sales, business development, or go-to-market leadership
- Significant experience selling to public-sector clients, particularly U.S. state governments
- Deep understanding of SLED procurement, compliance constraints, buying processes, complex RFPs, and long sales cycles
- Demonstrated success closing complex government or public-sector deals involving multiple agencies and procurement layers
- Experience selling services in government environments
- Ability to build and operationalize sales systems from the ground up
- Hands-on experience using AI tools to improve sales workflows and productivity
- Experience or exposure to digital identity, IAM, or digital trust ecosystems preferred
- Strong CRM discipline, pipeline management, and forecasting capabilities
- Exceptional communication and stakeholder influence skills
- Ability to work cross-functionally with product, engineering, delivery, legal, and executive teams
- Comfort operating in a shifting services-first business model evolving toward software
- Willingness to travel as needed, with significant travel expected
Responsibilities
- Build and implement the end-to-end sales and GTM operating system
- Establish pipeline management, forecasting, campaign execution, and performance tracking
- Create discipline across CRM, sales operations, reporting, pipeline hygiene, and deal progression
- Lead strategic opportunities through closing, particularly within state government accounts
- Develop and execute a state-first SLED go-to-market strategy
- Navigate RFPs, compliance requirements, security reviews, and public-sector timelines
- Identify priority government customer segments and package services-led offerings
- Build and refine outbound and inbound pipeline-generation strategies
- Use AI tools to improve sales efficiency, insight generation, and productivity
- Translate leadership direction into executable plans and measurable outcomes
- Convert services-led wins into repeatable software and licensing go-to-market motions
- Identify strategic partnership opportunities within the identity and trust ecosystem
Benefits
- Fully remote work within the U.S.