Sales Director - Municipal Government

Sales Director
Washington, DC

$220,000 to $230,000 Per Year

This company builds parking enforcement and citation management software for municipalities. The platform helps cities modernize how they manage curbside compliance, from digital permitting and citation issuance to payment processing and revenue reconciliation. Customers are public agencies, and the company wins business through competitive RFP processes with cities, transportation authorities, and enforcement agencies across the country.

Schedule
Full time, remote (US based).

Compensation
$220,000 to $230,000 per year, based on experience.

What You'll Do

The Sales Director will drive new business growth in the parking technology sector, owning the client facing side of the sales cycle from identifying and qualifying opportunities through discovery, solution presentations, and contract negotiation to close. This person develops and executes a targeted account strategy to grow revenue and market share with municipal and public sector clients, qualifying opportunities with financial rigor by assessing contract value, implementation complexity, and long term profitability. This role works proactively with internal teams to build visibility ahead of formal procurement activity, and represents the company at industry conferences, trade shows, and municipal government events to build relationships and surface early stage opportunities.

The Sales Director leads structured discovery conversations to surface operational pain points and decision making dynamics, translating client insight into tailored solution presentations that connect company capabilities to client outcomes, and brings in the right internal experts at the right moments to strengthen client confidence. This person partners with the Capture Manager to develop pursuit strategies, win themes, and competitive positioning, owns and pressure tests deal economics, contributes to proposal development, and stays involved through bid submission and contract negotiation to ensure commercial terms align with pursuit commitments.

This role builds trusted, long term relationships with decision makers across target accounts, acting as a credible advisor who translates company capabilities into outcomes that matter to clients, and manages a disciplined handoff to the Customer Success team at contract close. The Sales Director tracks industry trends, procurement activity, and competitor movements, serves as an internal voice of the market to sharpen positioning and inform product and marketing priorities, and maintains accurate CRM records with reliable pipeline, forecast, and activity reporting. Travel required, 30 percent to 40 percent.

Required Qualifications

• 6+ years of experience in a B2G sales role, selling technology solutions or technology enabled services to public sector clients
• Experience selling into US municipal governments, with familiarity with procurement structures, budget cycles, and stakeholder dynamics
• Proven track record winning complex, multi stakeholder deals with long sales cycles, including RFP and formal procurement processes
• Background in parking technology, urban mobility, smart city solutions, or related industries
• Strong consultative selling skills
• Demonstrated financial acumen, with the ability to read and interpret deal economics and model pricing scenarios
• Excellent written and verbal communication skills, including the ability to contribute to proposal narratives
• Comfortable working independently as an individual contributor while collaborating across internal teams
• Proficiency in CRM tools and a data driven approach to pipeline management
• Willingness to travel 30 percent to 40 percent

Preferred Qualifications

• Familiarity with capture management processes, comfortable contributing to pursuit strategy from early stage through close
• Experience with long term service contracts involving revenue recognition, implementation costs, or multi year pricing structures
• Experience with Monday.com or similar CRM platforms
• Degree in Business, Marketing, or a related field, or equivalent professional experience

Compensation and Benefits

• $220,000 to $230,000 per year
• Medical, dental, and vision insurance
• 401(k) 
• Paid time off 

To apply, submit your resume for consideration.