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. The company partners with public-sector organizations to modernize how identity is issued, verified, and used. The Head of Sales role is a system builder mandate focused on designing and operationalizing a scalable, repeatable sales system from the ground up. The role operates at the intersection of strategic business development and public-sector digital transformation, leading efforts to bring SpruceID’s solutions to U.S. state, local, education (SLED), and federal government markets, with a primary focus on state-level engagements. 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, with a primary focus on state-level engagements. You will also personally own and close complex, high-value government deals not just generate or manage pipeline. Your mission is to build a disciplined, measurable public-sector sales machine while personally driving and closing high-impact deals already in motion. You will work closely with SpruceID’s leadership team, particularly our CEO, to bring structure, clarity, and operational rigor to an otherwise ambiguous and fast-evolving environment. Success in this role requires deep navigation of government procurement ecosystems, stakeholder politics, and long-cycle decision-making across shifting policy and funding environments. SpruceID’s business model is currently services-led , with software and licensing expected to layer in over time. You must be comfortable operating across this hybrid model and adapting GTM strategy as the company evolves within the emerging “Digital Trust” ecosystem. This role also requires ecosystem-level thinking, including positioning SpruceID within the broader identity and trust landscape (e.g., Okta, Socure, other identity and credentialing players), and identifying strategic partnership opportunities that accelerate adoption. 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 systems, processes, and operating cadence required to scale. 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

• 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 performance tracking Establish structure in a highly ambiguous environment.
• Install operational discipline
• Create enforce rigor across CRM sales operations reporting Drive consistency pipeline hygiene deal progression forecasting absence existing standards.
• Drive close active deals
• Step into highly active pipeline lead strategic opportunities through close particularly within state government accounts.
• Own SLED GTM strategy (state-first)
• Develop execute focused GTM strategy for state broader SLED markets deep understanding procurement dynamics buying cycles stakeholder landscapes.
• Navigate complex government procurement
• Lead deals through RFPs compliance requirements security reviews aligning internal stakeholders meet public-sector constraints timelines.
• Define ICPs offerings
• Identify priority government customer segments package SpruceID’s services-led solutions compelling outcome-driven offerings evolve repeatable motions.
• Launch refine pipeline generation
• Build iterate outbound inbound strategies sustain deal flow prioritizing high-value opportunities resource-constrained environment.
• Leverage AI enhance GTM execution
• Operate AI-first mindset using modern tooling approaches improve efficiency insight generation overall sales productivity.
• Create clarity ambiguity
• Partner closely leadership especially Wayne translate high-level direction executable plans prioritization frameworks measurable outcomes.
• Bridge services product GTM
• Translate early services-led wins repeatable motions inform future software licensing strategies.

Qualifications

• 8+ years enterprise sales business development GTM leadership significant focus public sector clients.