Director, Government & Public Sector Sales
Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.
Summary
We are seeking a Director, Government & Public Sector Sales, based in the Greater Washington, D.C. area (or nearby Maryland/Virginia). This role leads the high-growth Government & Public Sector segment across the U.S. & Canada, driving go-to-market strategy, operational excellence, and cross-functional partnership throughout long, regulated sales cycles.
What your team does
The Government & Public Sector Sales team delivers value to government agencies, public institutions, and not-for-profit legal organizations across the U.S. and Canada. Team members partner closely with legal, general counsel, IT, security, procurement stakeholders, and cross-functional groups such as Solution Engineering, Channel Partners, Legal, Security, Product, Finance, Go-To-Market, and Customer Success to navigate complex, multi-stage buying processes.
What you’ll work on
- Lead, coach, and develop a team of Government & Public Sector Account Executives
- Build a high-performance, inclusive, and accountable sales culture aligned with Clio’s values
- Own and evolve the Government & Public Sector go-to-market strategy in partnership with sales leadership
- Guide and support long, complex procurement cycles including RFPs, RFIs, contracting, and compliance evaluations
- Provide executive-level support on strategic deals, negotiations, and customer escalations
- Deliver on monthly, quarterly, and annual MRR targets for the segment
- Establish and optimize KPIs related to pipeline generation, conversion, deal velocity, win rates, and forecasting accuracy
- Own forecasting rigor, territory planning, and Salesforce data hygiene across extended sales cycles
- Partner cross-functionally with Solution Engineering, Marketing, Channel, Product, Legal, Security, Finance, Enablement, and Customer Success to remove friction in the public sector sales process
- Serve as the internal voice of the public sector customer, influencing roadmap, packaging, compliance readiness, and messaging
- Recruit, hire, onboard, and develop top-performing sales talent to support growth targets
- Champion enablement programs tailored to public sector selling, including RFP strategy, compliance positioning, and executive-level value selling
- Travel up to ~30% to support team development, customer meetings, partner engagements, and industry events
What you bring
- 8+ years of sales leadership experience as a first- or second-line leader
- Deep experience selling into Public Sector organizations, including State, Local, and Education (SLED)
- Strong understanding of government procurement, budgeting cycles, RFP/RFI processes, and compliance/security/regulatory requirements
- Proven success closing and scaling large, complex, multi-stage SaaS deals
- Demonstrated ability to lead cross-functional teams (Legal, Security, Product, Finance, etc.) through high-stakes procurement processes
- Strong operational and analytical skills with a data-driven approach to performance managementExceptional communication skills, executive presence, and stakeholder management capability
- A consistent track record of high performance and team development
- Located in Washington, D.C. or within close commuting distance in Maryland or Virginia, with the ability to commute into D.C. regularly
Preferred
- Experience selling into the legal industry or to legal teams within public sector organizations
- Experience selling to Federal Government customers in the U.S. and/or Canada
- Experience selling an operating platform or mission-critical SaaS solution
- Familiarity with public sector compliance frameworks and security standards
- Experience building or scaling a new sales segment within a high-growth or hyper-growth environment
- Experience building and scaling revenue through large public sector resale and distribution partners such as Carahsoft, TD SYNNEX, and similar ecosystems
Employment Equity
We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation. We are committed to equal employment and encourage candidates from all backgrounds to apply.
Clio provides accessibility accommodations during the recruitment process. If you require any accommodation, please let us know and we will work with you to meet your needs.
Disclaimer: We only communicate with candidates through official @clio.com email addresses.
#J-18808-Ljbffr