Company Overview
Early Morning Software is a small, minority-owned SaaS company delivering PrismCompliance.com, a regulatory compliance platform for enterprise and public-sector clients. We operate remote-first in the Baltimore-area and have a growing national presence and pipeline in state and local government. The VP of Sales & Marketing reports to the Chief Executive Officer (CEO) and will partner with the VP of Operations to accelerate revenue growth, expand public-sector footprint, and build a scalable, compliant go-to-market engine.
Position Summary
The VP of Sales & Marketing (VP-S&M) leads all demand generation, GTM strategy, field and inside sales, and marketing programs. This role explicitly targets state and local government (state agencies, cities/counties, and related procurement vehicles) and collaborates closely with the VP of Operations to ensure scalable processes, accurate forecasting, and aligned customer journeys. The ideal candidate has B2G experience, a proven track record in growth-driven GTM for SaaS, and the ability to operate effectively in a small, fast-moving organization.
Location
Remote-first with a strong preference for candidates in the Baltimore-Washington corridor or willing to relocate to the Baltimore region. Occasional travel to state capitol offices, city halls, county administrations, and partner sites.
Key Responsibilities
1) Public Sector Go-To-Market
- Develop a GTM strategy focused on state and local government opportunities, including procurement processes (RFPs/RFIs), grant-funded modernization, and agency-specific cycles.
- Build an adversarial but collaborative sales motion for public sector buyers (CIO/CTO, CFO, procurement, program managers).
- Create a government-specific value proposition, case studies, and reference program.
2) Demand Generation & Marketing
- Design targeted campaigns (public sector messaging, RFP-focused content, events, and partner marketing with SIs and integrators).
- Manage a marketing stack, measurement framework, and budget with emphasis on public-sector pipeline and CAC payback.
- Align messaging with agency priorities, compliance mandates, and citizen-facing outcomes.
3) Sales Execution & Enablement
- Build and scale a sales organization (SDRs/BDRs, Account Executives, Channel/Solution Sellers) with clear territory plans and quotas.
- Establish an explicit government-focused compensation design and forecasting discipline.
- Develop onboarding and enablement programs to shorten ramp time and ensure compliance with public-sector procurement requirements.
4) Channels & Partnerships
- Develop and manage partnerships with system integrators, consulting partners, and agency-approved vendors.
- Create joint GTM plans, partner enablement, and co-sell opportunities, with emphasis on Maryland and adjacent states.
5) Customer Acquisition & Lifecycle Marketing Alignment
- Align marketing and sales to improve the citizen-facing experience and government customer journey from awareness to renewal.
- Champion customer references, success stories, and ROI metrics relevant to public sector agencies.
6) Analytics, Forecasting, & Reporting
- Define revenue metrics (ARR, MRR, pipeline coverage, win rate, CAC, LTV, payback) with public-sector specificity (solicitation windows, procurement cycles).
- Produce transparent reporting to CEO and board; prepare scenario planning for public-sector cycles.
7) Collaboration with Operations
- Work with the VP of Operations to ensure scalable enablement, training, and cross-functional alignment.
- Support onboarding and ongoing enablement for new hires.
8) Compliance, Governance, & Trust
- Ensure compliance with procurement rules, data protection, and vendor governance in sales/marketing activities.
- Represent the company with a focus on trust, transparency, and integrity in government engagements.
Mandatory Requirements
Candidate for VP of Sales and Marketing must have the following qualifications:
- 8+ years of B2B SaaS sales and marketing leadership with explicit public sector exposure (state and/or local government).
- Proven track record building and scaling GTM engines in growth-stage companies; experience with government RFPs, contract vehicles, and procurement cycles.
- Experience in demand generation and product marketing for enterprise/public-sector audiences; measurable impact on pipeline and revenue.
- Proficiency with CRM/marketing automation (Salesforce, HubSpot) and data-driven decision making.
- Ability to collaborate cross-functionally (Sales, Marketing, Product, Operations) and to influence at the executive level.
- Strong understanding of public-sector procurement governance, compliance, and vendor management.
- Comfort with a remote-first, fast-paced environment; willingness to travel to state/city government offices and partner sites as needed.
- Knowledge of supplier diversity and minority-owned business considerations is a plus.
Preferred or Bonus Requirements
- Public sector or GovTech experience beyond sales (e.g., program management, compliance, or grant administration).
- Prior collaboration with an Operations team on enablement, renewals, and CS metrics.
- Experience with Maryland state or Baltimore-area government contracts and procurement vehicles.
Personal Attributes
- Strategic, data-driven, and execution-focused.
- Customer-centric storyteller with strong negotiation and collaboration skills.
- Resilient, adaptable, and comfortable in a small-team startup environment.
- DEI-forward mindset and alignment with minority-owned business values.
Compensation Plan
Note: This plan is tuned for a growth-stage, Baltimore-area tech company with public-sector focus. Adjust the numbers to reflect your market data and equity philosophy.
1) Base Salary
- Target range: $140,000 - $210,000 annually
- Higher if the role includes broader marketing scope or extensive public-sector leadership.
- Up to $230,000 for exceptional candidates with broad GTM and GovTech track record.
2) Equity
- Type: Stock options or RSUs with standard vesting.
- Target equity grant: 0.25% - 0.75% fully diluted, vesting over 4 years with a 1-year cliff.
- Accelerators: Additional equity refreshers for achieving major milestones (e.g., multi-year revenue targets, government contracting wins).
3) Annual Performance Bonus
- Target: 15% - 35% of base salary
- Payout tied to revenue growth, pipeline quality, government contract wins, and public-sector GTM milestones.
- Payout cadence: Annual, with quarterly milestone reviews.
4) Sign-On Bonus
- Optional sign-on to offset transition costs, up to $15,000 - $30,000 depending on candidate needs and equity considerations.
5) Benefits & Perks
- Comprehensive health benefits for employee and dependents.
- 401(k) or equivalent with company match.
- Paid time off, holidays, and flexible PTO.
- Parental leave and family-friendly policies.
- Professional development budget and conference attendance.
- Flexible work arrangements and remote-work stipend.
- Commuter benefits and Maryland-specific incentives as applicable.
- Travel stipend for government-facing duties or regional events.
6) Performance & Growth Incentives
- Quarterly reviews aligning on pipeline, revenue milestones, and government-contract opportunities.
- Long-term incentives aligned with regional expansion and public-sector traction.
|
Share
Tweet
LinkedIn
