Vice President, Sales

Role summary

The Vice President, Sales owns RSI's full sales cycle for state and local government across the United States and Canadian markets. This leader closes long, complex government sales cycles, develops and executes clear sales strategies, leads the team that coordinates RFP responses and pricing, leads marketing, sets market positioning, and develops market price recommendations and owns the forecasting that drives growth.

Reports to: Chief Executive Officer.

Key Responsibilities

Revenue and sales leadership

1. Own the annual revenue target for state and local government in the United States and Canadian markets, with monthly, quarterly, and multi-year projections.
2. Build and run the sales strategy across all U.S. states and their local government agencies, and Canadian provinces and municipalities, by market segment and product line.
3. Develop separate sales playbooks, strategies, and team structures for state and local government selling, reflecting the differences in buyers, procurement processes, and sales cycles.
4. Build and maintain a multi-jurisdictional pipeline. Forecast it reliably and report results through a clear scorecard.
5. Own the forecasting model and quarterly sales reviews for leadership.
6. Build and run disciplined sales operations, including standard sales stage definitions, a documented forecast methodology, structured win/loss reviews, and consistent CRM use, so that pipeline reporting is accurate and the sales process is repeatable.
7. Lead the sales team in working long, complex government procurement cycles: qualifying opportunities, mapping decision-makers, and sustaining engagement.
8. Establish and manage relationships with elected officials, appointed executives, and department leaders.
9. Develop and execute pre-RFP strategies to shape opportunities early, through executive engagement, legislative and budget tracking, and coordination with outside government relations partners where an opportunity warrants it.
10. Deliver executive-level presentations and lead the sales process from first contact through contract award and project kickoff, then hand off to delivery and client success.

RFP, proposal, and pricing leadership

1. Oversee the review, bid/no-bid decision, and response to government RFPs and RFIs.
2. Lead the proposal team in building responses that draw on intelligence from prior meetings, bids, and research.
3. Run the proposal function with a repeatable, operationally disciplined process.
4. Coordinate the proposal pricing response and oversee the cost build-up, with inputs from delivery, product, finance, and other functions.
5. Develop and recommend alternative pricing and contracting models, including benefits-based pricing and fee-sharing arrangements with technology partners, and define risk and negotiation parameters with clear approval thresholds agreed with finance and legal.

Marketing, positioning, and intelligence

1. Define and refine RSI's value propositions and differentiated positioning for state and local government.
2. Own marketing strategy and execution, including lead generation, events and conferences, brand, and content, in support of pipeline growth.
3. Monitor national, state, local, and industry media, along with government trends, competitors, and technology shifts, to inform strategy.
4. Direct the competitive intelligence analyst and turn market findings into sales and product input.
5. Forecast and model addressable markets to guide where RSI invests its selling effort.

Cross-functional partnership

1. Build relationships across RSI divisions, especially delivery and product, so that deals are scoped and resourced accurately before they close.
2. Work to understand the market need for RSI products, enhancements, and adjacencies, and develop strategies to approach and win those markets.

Team leadership

1. Hire, coach, and develop the sales, proposal and marketing organization, and set clear individual and team goals.
2. Build a team culture of accountability, learning, and retention.

Qualifications

• Bachelor's degree or equivalent experience accepted in business, marketing, or a related field.
• 10+ years of direct management experience leading sales and marketing organizations that sell software solutions to U.S. state or local governments.
• Minimum five years selling complex, enterprise SaaS solutions and services.
• Demonstrated track record of meeting or exceeding sales quota.
• Hands-on experience with the RFI, RFP, award, and project kickoff cycle for government contracts.
• Experience developing competitive pricing and cost build-ups for government bids.
• Experience working with state and local government executives and department management.
• Experience in tax and compliance is desirable.
• Advanced skills in CRM systems and Excel.
• Ability to travel 30% to 50%, based on opportunities.

Attributes and skills

• Strategic and analytical thinker who can build a sales vision and translate it into a plan.
• Self-starter with the resilience to see long government cycles through to contract.
• Confident, energetic leader who motivates a team and moves others to action.
• Skilled communicator, both written and oral, who can present to executive buyers and to elected officials.
• Relationship builder who earns credibility quickly with public-sector stakeholders and internal teams.
• Collaborative across the senior leadership team, with the judgment to balance risk and caution.
• Professional with unquestionable integrity and high ethical standards.

EEO Statement: RSI is committed to providing equal opportunity in employment to all employees and applicants for employment. Discrimination of employees or applicants on the basis of race, religion, color, sex, age, national origin, veteran status, disability, sexual orientation and gender identity, marital status, genetic information, or any other protected category, is strictly prohibited.

* Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

About RSI

RSI streamlines government operations and improves citizen services through transformative technologies. Since 1996, RSI has been a technology leader, bridging its legacy with the future through continual innovation.

The RSI employee experience is guided by six values: integrity, customer commitment, caring about people, innovation, inclusion, and responsibility.

Mission: RSI creates people-first technology solutions that empower governments to improve the experience, engagement, and trust for communities and their citizens.

RSI determines pay range based upon numerous compensation factors, including experience, skill set, and geographic location. A current and reasonable estimated range for this position is $190,000 - $220,000. However, it’s possible for an individual to be hired at a salary outside of this range.

Position Risk Designation (NIST PS-2):
This position is designated as High Risk based on the level of system access, handling of regulated data, and potential impact to organizational operations.

This job description was last revised November 4, 2026