Description

Soofa is the neighborhood news feed that connects communities with screens everyone can see and anyone can use. We are a woman-founded, MIT startup with a mission to make cities smart, social, and sustainable.

Soofa is seeking an experienced State, Local, and Education (SLED) sales professional to lead Soofa’s City Growth team and bring Soofa Signs to public and private landowners across the U.S. This Manager will be responsible for the full sales cycle, defining and executing the strategy for our public-facing business segments, and exceeding revenue targets.

Reporting to Soofa’s CEO, this is a senior role that requires strong sales expertise and significant knowledge of government purchasing processes.

Responsibilities

• Oversee the City Growth sales cycle including but not limited to sourcing leads, outreach, discovery calls, board/council meetings, procurement, legal review, contract negotiation, and renewals.
• Identify strategic business opportunities, negotiate contracts and develop new sites in SLED markets.
• Develop pitches and use cases to align Soofa’s products with local government agendas and funding sources.
• Serve as a thought leader in the government sales cycle and point person to complete RFPs, IFBs, RFQs, and other procurement processes.
• Maintain an accurate pipeline of current deals and report weekly City Growth performance metrics and drivers to Soofa leadership team.
• Build strategic partnerships with relevant government stakeholders including mayors, city managers, economic development directors, communication directors, council members, purchasing officers across government verticals.
• Answers and resolves questions, inquiries, and complaints from landlords and property owners.
• Work alongside Soofa’s Media Sales team to identify advertising and revenue opportunities in key advertising markets.
• Track and plan for budget cycles, legislation/policy changes, agenda meetings, administrative elections, contract renewals, and other relevant benchmarks that affect the government sales cycle.
• Maintain a deep understanding of Soofa’s product features and roadmap, effectively relaying prospective client recommendations internally.

Requirements

Qualifications:

• 5+ years experience working with state, local, and education (SLED) government stakeholders
• Proven ability to develop revenue-generating relationships with key government stakeholders and agencies.
• Aptitude for building complex partner territory plans and strategies.
• Strong history of successfully managing enterprise deals through the full sales lifecycle.
• Expertise in contract negotiation, sales strategy, and local government procurement processes (RFPs, IFBs, Sole Source, etc).

Candidate Characteristics:

• Exceptional communication, presentation, and public speaking ability.
• Strong interpersonal skills, positive attitude, high emotional intelligence, and a proven track record of building collaborative client relationships (preferably at the C-suite level).
• Entrepreneurial, creative, and solution-driven mindset.
• High level of professionalism and polish.

Bonus Points For:

• Experience selling both hardware and software into the government sphere.
• Knowledge of the smart cities space
• Tech startup experience
• History of working for a municipality, government agency or real estate with a focus on project management or procurement
• Experience in urban design, architecture, or planning and zoning
• Proficiency in Hubspot and Salesforce

Benefits

• Best of both worlds: Soofa’s Cambridge HQ is open, safe, and compliant for anyone who wants to use it; or, work from anywhere
• Free short- and long-term disability and life insurance
• Generous healthcare, dental, and vision plans
• Paid family time and parental leave
• Flexible PTO
• Virtual and in-person team events
• Company culture focused on talent development and caring personally

Soofa is an Equal Opportunity Employer that does not discriminate on the basis of race, creed, color, religion, national origin, ancestry, citizenship status, age, disability or handicap, sex, marital status, veteran status, sexual orientation, gender identity, pregnancy or pregnancy-related condition, genetic information, arrest record, or any other characteristic protected by applicable federal, state, or local laws. Soofa is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, and general treatment during employment.

Compensation depending on level of experience, up to $110k/annual + Commission