Sales Manager, State Agencies

Location: Remote (Located in any major metropolitan city in the U.S.)

Company Overview

Backed by leading Silicon Valley investors, Peregrine helps complex organizations solve problems with AI-enabled platforms that turn siloed data into operational intelligence. Peregrine supports hundreds of customers across 23 states and two countries, serving more than 90 million people.

The Role

We're looking for a mission-driven Sales Manager to lead and scale Peregrine's team of Account Executives selling into State Agencies including Law Enforcement, Corrections, and Emergency Management agencies. This role is critical to expanding our footprint with state agencies responsible for statewide law enforcement, corrections systems, and emergency management operations. As a member of the revenue leadership team, you’ll act as a true coach; leading a team already in market while staying hands-on in complex deals, forecasting rigor, and GTM execution. You’ll focus on driving consistency, coaching performance, and refining scalable sales motions across state opportunities.

What You’ll Do

• Directly manage and coach a team of 6-10 Senior Account Executives
• Act as a player-coach by supporting reps in active deals, including executive meetings, procurement navigation, and contract negotiations
• Own forecasting accuracy, pipeline inspection, and performance management for the State segment
• Collaborate closely with Strategic Growth Account and Local LE teams on accounts with overlapping state and local opportunities
• Partner with Marketing, Solutions Engineering, Deployment Strategy, and Product to refine GTM strategy and vertical messaging
• Drive consistent execution through enablement, deal reviews, and best-practice sharing
• Guide reps through complex B2G sales cycles involving RFPs, grants, and state procurement processes
• Support hiring, territory planning, and team structure as the business scales

About You

• Deeply motivated by Peregrine's mission to modernize public safety through technology
• Credible player-coach leader who supports experienced sellers without micromanaging
• Thrive in ambiguity; balance near-term deal execution with longer-term team development
• Energized by owning a vertical and refining messaging, sales process, and repeatable playbooks
• Communicate effectively with executive, operational, and technical stakeholders

What We Look For

• 10+ years of experience in complex enterprise SaaS or B2G sales; government or public safety sector experience strongly preferred
• 5+ years of experience directly managing or coaching sales teams
• Strong familiarity with state government procurement, RFP processes, minimizing lengthy B2G sales cycles
• Experience selling into state-level Law Enforcement, Corrections or Emergency Management organizations; public sector practitioner experience is a significant plus
• Understanding of grant-funded sales motions (e.g., FEMA, BJA) and public-sector funding pathways
• Proven track record of overachievement as both an individual contributor (IC) and people leader
• Proficient with Salesforce, Gong, Clari (or equivalents) and data-driven performance management tools
• Willing to travel up to 60% of the time including regular field visits with AEs and customer-facing meetings

Salary Information

Salary Range: $150,000 - $190,000 Annually Plus Sales Commission + Benefits + Equity (if applicable) + Bonus (if applicable) Actual compensation depends on factors including skill set, level of experience, and specific work location.

Skills Mentioned

• Complex enterprise SaaS or B2G sales expertise
• Government/public safety sector knowledge
• Sales team management/coaching
• State government procurement processes
• RFP navigation
• Grant-funded sales motions knowledge (FEMA, BJA)
• Salesforce proficiency
• Gong proficiency
• Clari proficiency (or equivalents)
• Data-driven performance management
• Executive meeting facilitation
• Contract negotiation
• Forecasting accuracy
• Pipeline inspection
• GTM strategy refinement
• Territory planning