Sales Director

Sales Director

United States - Remote

Our client is looking for an experienced Sales Executive to drive new business growth in the parking technology sector. This is a high-impact individual contributor role focused on winning complex, long-term contracts with municipal clients and public-sector organizations. You will own the client-facing side of the sales cycle: identifying and qualifying opportunities, leading discovery, delivering solution presentations, and negotiating contracts to close. You will work in close partnership with our Sales Enablement team and internal subject matter experts to build compelling, well-executed pursuits. This role suits a consultative, self-directed sales professional with a strong track record in government or public-sector sales, within technology, SaaS, or technology-enabled services. We are looking for someone who sells with passion and financial discipline - who cares as much about the quality of a deal as closing it.

Who We Are

We builds parking enforcement and citation management software purpose-built for municipalities. Our platform helps cities modernize how they manage curbside compliance - from digital permitting and citation issuance to payment processing and revenue reconciliation. Our customers are public agencies that need technology that works in the real world, integrates with existing infrastructure, and holds up under public scrutiny. We sell through competitive RFP processes to cities, transportation authorities, and enforcement agencies across the country. Winning those bids requires more than a compliant response - it requires a compelling story, credible proof, and airtight execution.

What You'll Do

Sales Strategy & Pipeline Development

• Develop and execute a targeted account strategy to drive revenue growth and expand market share with municipal and public-sector clients.
• Identify, qualify, and prioritize new business opportunities using a structured qualification framework, maintaining an accurate pipeline and reliable forecast.
• Qualify opportunities with financial rigor - assessing contract value, implementation complexity, and long-term profitability to prioritize pursuits worth winning, not just winning.
• Work proactively with internal teams to ensure company is positioned and visible ahead of formal procurement activity.
• Represent company at relevant industry conferences, trade shows, and municipal government events to build visibility, deepen relationships with key stakeholders, and surface early-stage opportunities.

Discovery & Solution Presentation

• Lead structured discovery conversations with prospective clients to surface operational pain points, procurement drivers, and decision-making dynamics.
• Translate client insight into compelling, tailored solution presentations that clearly connect company capabilities to the outcomes clients care about.
• Engage the right internal experts - technical, operational, and executive - at the right moments to strengthen the client's confidence in company as a long-term partner.

Capture Management & Proposals

• Partner with the Capture Manager to develop pursuit strategies, win themes, and competitive positioning for target opportunities - bringing the client relationship knowledge and sales insight that drives effective capture.
• Own and pressure-test deal economics - understanding cost structures, margin drivers, and pricing trade-offs to ensure proposals are both competitive and financially sound.
• Contribute to proposal development and review cycles.
• Maintain active involvement through bid submission and into contract negotiations, ensuring commercial terms align with commitments made during the pursuit.

Client & Stakeholder Relationships

• Build trusted, long-term relationships with decision-makers and influencers across target accounts.
• Act as a credible advisor - understanding client operating environments and translating companies capabilities into outcomes that matter to them.
• Liaison with relevant external influencers and stakeholders including lobbyists as appropriate.
• Manage a disciplined handoff to the Customer Success team at contract close, ensuring client expectations, commitments, and context are transferred accurately to support a strong onboarding experience.

Market Intelligence & Reporting

• Track industry trends, procurement activity, and competitor movements to identify and prioritize opportunities.
• Serve as an internal voice of the market - bringing structured feedback from prospects and lost deals to leadership, product, and marketing teams to sharpen positioning and inform roadmap priorities.
• Maintain accurate CRM records and provide reliable pipeline, forecast, and activity reporting on a regular basis.

What You'll Bring

• 6+ years of experience in a B2G sales role, ideally selling technology solutions or technology-enabled services to public-sector clients.
• Experience selling into US municipal governments - familiarity with procurement structures, budget cycles, and stakeholder dynamics.
• A proven track record of winning complex, multi-stakeholder deals with long sales cycles - including RFP and formal procurement processes - with attention to deal quality.
• Strong consultative selling skills: you ask the right questions, listen carefully, and build solutions around client needs.
• Familiarity with capture management processes - comfortable contributing to pursuit strategy to drive opportunities from early stage through to close.
• Demonstrated financial acumen: able to read and interpret deal economics, model pricing scenarios, and engage credibly with clients and internal stakeholders on the commercial dimensions of a contract.
• Excellent written and verbal communication skills, including the ability to contribute to compelling proposal narratives.
• Comfortable working independently as an individual contributor while collaborating effectively across internal teams.
• Proficiency in CRM tools (Monday.com experience is a plus) and a data-driven approach to pipeline management.
• A degree in Business, Marketing, or a related field, or equivalent professional experience.
• Willingness to travel 30-40% to engage with prospects, strategic partners and internal teams.
• Background in parking technology, urban mobility, smart city solutions, or related industries REQUIRED.
• Experience with long-term service contracts where revenue recognition, implementation costs, or multi-year pricing structures add complexity to deal construction.