Sales Manager – SLED, Capital Planning

The strongest candidate will bring demonstrated success leading B2B sales teams in a complex, consultative environment, with experience selling into State and Local Government strongly preferred. They should have a track record of coaching sellers to quota attainment, building pipeline, managing forecasts, and improving sales execution—not simply managing activity.

They should also be comfortable operating in an environment where deals can involve long sales cycles, multiple decision-makers, procurement requirements, contracting complexity, and significant coordination across internal teams.

• 8+ years of successful B2B sales experience, preferably within SaaS, professional services, facilities, construction technology, asset management, capital planning, or a related field.
• 5+ years of direct sales management experience with responsibility for quota-carrying sellers.
• Demonstrated success leading teams against revenue and pipeline targets.
• Experience selling to State and Local Government organizations strongly preferred.
• Understanding of government procurement, RFPs, contracting vehicles, budgeting, and public-sector sales cycles.
• Strong forecasting, pipeline management, CRM, and sales analytics capabilities.
• Experience coaching a structured sales methodology such as MEDDPICC, SPICED, Challenger, or similar.
• Strong executive communication and presentation skills.
• Ability to balance accountability with coaching and employee development.
• Comfortable working cross-functionally in a matrixed organization.
• Willingness to travel for customer meetings, industry events, team meetings, and strategic opportunities as needed.

What Success Looks Like

Success in this role means building a team that creates enough qualified pipeline to consistently achieve its targets, forecasts accurately, advances opportunities with discipline, develops strong executive relationships, and works effectively with Gordian's internal partners. Just as importantly, this manager will develop stronger sellers—creating clarity around expectations, coaching gaps early, recognizing strong performance, and building a team culture centered on accountability and customer outcomes.