Job Description
Director of Sales - Public Sector Payment & Workflow Solutions
About the Role:
As Director of Sales, you will drive revenue growth by helping State and Federal agencies modernize their financial ecosystems. You will specialize in selling enterprise Payment Processing and Automated Workflow solutions that streamline how government entities collect revenue (fees, taxes, permits) and manage internal approvals. This role requires a consultant-led approach to solving the "paper-to-digital" gap in the public sector, navigating complex regulatory environments to deliver secure, frictionless financial experiences for citizens and agencies alike.
Essential Job Responsibilities:
Strategic Prospecting: Identify agencies burdened by manual financial processes or legacy payment systems. Target Federal and State departments (e.g., DMV, Treasury, Revenue, HHS) where digital payment and workflow automation provide the highest ROI.
FinTech Solution Selling: Propose tailored solutions that integrate secure payment gateways with automated administrative workflows, addressing specific public sector needs like fund accounting, reconciliation, and audit transparency.
Technical Demonstrations: Showcase how our platform handles complex transaction routing, digital signatures, and automated document workflows while maintaining strict adherence to financial security standards.
Procurement & Contract Vehicles: Lead responses to RFPs specifically focused on financial services and IT modernization. Navigate the nuances of government "convenience fees," service-fee models, and merchant processing agreements.
Compliance & Security Stewardship: Act as a subject matter expert on PCI-DSS compliance, FedRAMP, and NACHA regulations, ensuring government stakeholders feel confident in the platform's security posture.
Stakeholder Alignment: Build consensus between Agency Program Managers (who need workflow efficiency) and Treasury/Finance Officers (who prioritize secure payment disbursement and reporting).
Public Sector Prospecting: Identify and qualify opportunities within State and Federal agencies using specialized tools (e.g., GovWin, SAM.gov) and leveraging existing relationships with agency leadership and program managers.
Qualifications:
Specialized Experience: 5+ years of B2G (Business-to-Government) sales experience, with at least 3 years specifically selling FinTech, Payment Gateways, ERP, or Business Process Automation (BPA) software.
Domain Knowledge: Deep understanding of the government "Order-to-Cash" cycle, including electronic bill presentment and payment (EBPP), disbursement workflows, and ledger integration.
Sales Achievements: Proven track record of closing high-contract-value (ACV) deals and navigating long, complex sales cycles (9-18 months) typical of government financial transformations.
Technical Aptitude: Ability to discuss API integrations with legacy government systems and explain the security of cloud-based financial workflows.
Track Record: A consistent history of meeting or exceeding multi-million dollar quotas within the public sector vertical.
Communication: Exceptional ability to articulate complex technical solutions to non- technical government stakeholders and elected officials.
Strategic Networking: Existing "warm" contacts within key Federal agencies or State departments are highly preferred.
Travel: Willingness to travel as needed to agency sites, capital cities, and industry-specific government conferences.
