Director of Public Sector Sales

Lucid Software is the leader in visual collaboration and work acceleration, helping teams see and build the future by turning ideas into reality. Our products include the Visual Collaboration Suite (Lucidchart and Lucidspark) and airfocus. We hold true to our core values: innovation in everything we do, passion & excellence in every area, individual empowerment, initiative and ownership, and teamwork over ego. At Lucid, we value diverse perspectives and are dedicated to creating an environment and culture that is respectful and inclusive for everyone. Lucid is a hybrid workplace. We promote a healthy work-life balance by allowing employees to work remotely, from one of our offices, or a combination of the two depending on the needs of the role and team. Since the company’s founding, Lucid Software has received numerous global and regional recognitions for its products, business, and workplace culture. These include being listed to the Forbes Cloud 100, Fast Company Most Innovative Companies, Fortune Best Workplaces in Technology, and PEOPLE’s Companies that Care. Lucid’s solutions are used by more than 100 million users across the globe, making Lucid the most used visual collaboration platform by the Fortune 500. Our customers include Google, GE, and NBC Universal, and we partner with leaders such as Google, Atlassian, and Microsoft. As the Director of Public Sector Sales, you will be the primary architect of Lucid’s government growth engine. You won’t just manage a team; you will define our go-to-market strategy across federal, state, and local entities. Leading a high-caliber team of Public Sector Account Executives and Inside Sales Representatives, you will drive net-new acquisition and strategic expansion within our most influential accounts. Reporting directly to the Senior Vice President of Sales, you will serve as a key member of the leadership team, bridging the gap between high-level strategy and tactical execution to ensure Lucid becomes the standard for visual collaboration in the public sector. Responsibilities:

• Strategic Leadership: Build, inspire, and coach an elite team of Public Sector Account Executives and Inside Sales Representatives. You are responsible for the team's professional development, performance management, and overall culture
• Revenue Ownership: Drive Incremental Annual Recurring Revenue (IARR) by hitting aggressive targets for new logos, expansion, and renewals within the public sector install base
• Pipeline & Forecast Accuracy: Maintain a rigorous data-driven culture. Assess sales activities and leverage SFDC/Tableau to provide executive-level forecasts and actionable insights
• Complex Deal Orchestration: Act as a "player-coach" in high-stakes negotiations. You will strategically deploy Sales Engineering, Customer Success, and Executive leadership to close complex, multi-year government contracts
• Public Sector Strategy: Refine and execute specialized strategies for the public sector, including navigating procurement vehicles, ensuring compliance with security standards (e.g., FedRAMP), and optimizing "Rules of Engagement."
• Cross-Functional Advocacy: Serve as the "voice of the government customer" to Lucid’s Product and Marketing teams, prioritizing feature requests and business needs unique to the public sector
• Operational Excellence: Implement and refine sales methodologies (e.g., MEDDPICC) and ensure the team is maximizing the use of our tech stack (SFDC, Outreach, etc.)

Requirements:

• 10+ years of high-growth sales experience, with a heavy emphasis on SaaS/Cloud technologies
• 3+ years of experience managing enterprise-level sales teams, with a proven ability to hire and retain top-tier talent
• 3+ years of direct experience navigating the complexities of government sales (Federal, State, Local, or Education)
• Outstanding verbal and written skills, with the ability to translate complex technical solutions into compelling value propositions for government stakeholders
• Deep proficiency in SFDC reporting and sales productivity tools. You don't just look at data; you use it to tell a story and drive behavior

Preferred Qualifications:

• Deep familiarity with the FedRAMP authorization process, StateRAMP, and SOC2 compliance requirements. Experience successfully navigating agency-level security reviews and ATO (Authority to Operate) processes
• Proven success leveraging government contract vehicles (e.g., GSA Schedules, SEWP, NASPO, or SLSA) to accelerate the procurement cycle
• Established relationships with key Government System Integrators (GSIs), value-added resellers (VARs), and other channel partners (e.g., Carahsoft, TD SYNNEX) specific to the public sector landscape
• Advanced proficiency in a structured sales methodology (e.g., MEDDPICC, Force Management, or Challenger) with the ability to adapt these frameworks to the nuances of government "Buying Committees."
• A background in or a passion for helping government agencies modernize their workflows through digital transformation and visual collaboration
• Active or prior security clearance (Secret, TS/SCI) is a significant plus, though not strictly required

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