About SOVRA
SOVRA is a leading public procurement platform trusted by more than 7,000 government agencies and over 1 million suppliers across North America. Our work sits at the intersection of technology, public service, and accountability, helping governments operate more efficiently and transparently on behalf of the communities they serve.
What makes SOVRA unique is our deep focus on the public sector. Our solutions are purpose-built to solve real, complex procurement challenges, balancing compliance with usability and innovation. That commitment has been recognized with the Achievement of Excellence in Procurement (AEP) Certification from the National Procurement Institute, reflecting our high standards and impact in the market.
At SOVRA, the work you do matters. Every improvement we make helps public organizations stretch taxpayer dollars further, operate with greater transparency, and deliver better outcomes for millions of people. We’re a growing, mission-driven company where smart, curious people come together to build technology that serves the public good.
Learn more at sovra.com.
About the job
SOVRA closed its strongest quarter on record and is entering 2026 with real momentum. This Director of Sales, Mid-Market role is a backfill into a team that is already performing — and the goal is to keep the trajectory moving. The person who steps in will inherit a structured book of business spanning Procurement, Sourcing, CLM, and Capital Planning, with room to extend into Tier 2 and Tier 3 enterprise deals over time.
This is not a role for someone who wants to build from scratch or manage from a distance. You will be in the field with your AEs, coaching in real deals, driving quota, and modeling the standard. If you are a proven enterprise seller who has moved into management without losing your edge — and you want to be part of a GovTech company that is genuinely winning — this role was built for you.
What will your main responsibilities look like?
Pipeline & Team Quota
You are responsible for facilitating the success of your team’s quota — $2.8M annually — this includes developing the deals your team brings forward.
You identify conversion moments in target markets (Tier 2 and Tier 3 accounts) and act on them decisively, not reactively.
You maintain CRM hygiene that gives leadership a clear, accurate picture of forecast and close probability at every stage.
Team Leadership & Coaching
You lead a team of Account Executives (including a Team Lead) with a coaching cadence that is structured, consistent, and makes people better.
You have experience using tools — Gong, revenue intelligence platforms, and AI-assisted insights — to run effective deal reviews, not just to check boxes.
You onboard new AEs with discipline: using the LMS, providing real feedback on training, and shortening ramp time through hands-on guidance.
Strategic Sales Execution
You set and monitor team KPIs, run QBRs with Sales leadership, and translate performance data into recommendations — not just reports.
You act as the senior escalation point for strategic prospects, joining key deals at the right moment to move them forward.
You keep the team's product knowledge current across SOVRA's full portfolio: Procurement, CLM, Sourcing, Capital Planning, and Edilex.
Cross-Functional Partnership
You work with Marketing to align on go-to-market programs, campaign feedback, and the sales collateral that gets used.
You partner with Account Management and Customer Success on handoffs that protect revenue and surface upsell and cross-sell opportunities.
You bring structured feedback from the field — on competitive positioning, pricing signals, and market needs — to the leadership team.
What elements of your professional background will be necessary and useful in this role?
- Enterprise seller with a management track record — you have been a quota-carrying enterprise rep and have led a sales team. You understand the difference between managing and coaching, and your results show it.
- Proven quota achievement — both as an individual contributor and as a manager. You have owned a number and hit it, and your team has too.
- B2B SaaS experience — you know how to sell and manage in a subscription business, including deal structures, renewal economics, and the buying dynamics of multi-stakeholder accounts.
- Net new business focus — your background is in managed net new sales, not farming. You know how to build pipeline, advance complex deals, and close.
- Modern sales tool fluency — you use Gong, CRM (Salesforce preferred), and AI-assisted tools as a matter of practice — not novelty. You coach from the data, not the gut.
- Proactive communicator — your hiring manager and peers always know where deals stand. You escalate early, update often, and bring context — not just status.
- Required: Authorized to work in the US—unfortunately we are not able to sponsor work visas or transfers at this time.
- Required: Must be physically located in one of the following states: AL, AZ, AR, CA, CO, DE, FL, GA, HI, ID, IL, IA, KS, MD, MA, MI, MN, MT, NV, NH, NJ, NY, OH, OK, OR, PA, SC, TN, TX, UT, VA, WA, WI.
What are the assets that would make you stand out?
- GovTech or public sector familiarity — experience selling into government agencies, procurement offices, or public-sector-adjacent buyers. You can speak the language and navigate the buying process.
- Procurement or capital planning domain knowledge — familiarity with e-procurement, sourcing, CLM, or infrastructure/capital planning software puts you ahead.
- US market development experience — you have opened or grown accounts across US state and local government, or enterprise SaaS accounts in adjacent markets.
- Enablement partnership experience — you have worked alongside an enablement team and know how to use LMS platforms, onboarding programs, and certification tracks to accelerate AE ramp.
Thank you for your interest in SOVRA. However, only selected candidates will be contacted.
At SOVRA, we are committed to fostering an inclusive and equitable workplace. We are an equal opportunity employer and do not discriminate against any employee or applicant for employment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, marital status, veteran status, or any other characteristic protected by applicable laws. We provide a work environment free from discrimination and harassment. In addition, we are committed to ensuring pay equity across our organization and regularly review our compensation practices.
International Data Base Corp doing business under SOVRAtm participates in E-Verify. If selected for employment, you will be required to provide your Form I-9 information to confirm that you are authorized to work in the United States.
International Data Base Corp, que opera bajo el nombre comercial SOVRAtm, participa en E-Verify. Si es seleccionado para el empleo, se le solicitará que proporcione la información de su Formulario I-9 para confirmar que está autorizado a trabajar en los Estados Unidos.
