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Xometry · 5 months ago

Senior Director, Sales - Public Sector

North Bethesda, MD

Full-time

Onsite

Senior Level, Lead/Staff, Director/Executive

10+ years exp

Xometry is a company that connects innovative ideas with manufacturing capabilities. They are seeking a Senior Director, Sales - Public Sector to expand their presence and drive revenue within government agencies and educational institutions, requiring strong leadership and strategic sales skills.

3D PrintingArtificial Intelligence (AI)Industrial EngineeringSoftware

No H1B

Responsibilities

Develop and execute the overarching sales strategy for the Public Sector, aligning with Xometry's overall business objectives and growth targets

Identify, pursue, and secure large, strategic contracts with Federal, State, and Local government entities and educational institutions

Drive significant revenue growth by expanding Xometry's footprint and market share within the Public Sector

Act as a key liaison between the Public Sector team and internal Xometry stakeholders (e.g., product, engineering, legal, operations) to ensure successful execution of public sector initiatives

Build, lead, mentor, and motivate a high-performing team of Public Sector Account Executives and Sales Managers

Establish clear sales targets, performance metrics, and provide ongoing coaching and performance management to ensure individual and team success

Foster a culture of accountability, collaboration, and continuous improvement within the sales team

Attract, recruit, and retain top sales talent experienced in the public sector

Cultivate and maintain strong relationships with key decision-makers, procurement officers, and stakeholders within target public sector accounts

Lead complex sales cycles, from initial contact and needs assessment to proposal development, negotiation, and contract closure

Understand and effectively articulate Xometry's value proposition – leveraging our AI-driven instant quoting engine, vast manufacturing network, and diverse capabilities (3D Printing, CNC Machining, Injection Molding, Sheet Metal Fabrication, etc.) – to meet the unique needs of government and education clients

Represent Xometry at relevant industry events, conferences, and trade shows

Ensure strict adherence to all relevant public sector procurement regulations (e.g., FAR, DFARS, GSA Schedules, ITAR, CMMC)

Work closely with legal and compliance teams to ensure all proposals, contracts, and sales activities meet stringent government requirements

Leverage CRM (e.g., Salesforce) for pipeline management, forecasting, and reporting, ensuring data accuracy and consistent use by the team

Develop and manage sales forecasts, budgets, and operational plans for the Public Sector division

Stay abreast of public sector market trends, competitive landscape, policy changes, and emerging opportunities

Provide market insights and feedback to Xometry's product and leadership teams to inform future offerings relevant to the public sector

Qualification

Public Sector SalesSales Team LeadershipContract NegotiationPublic Sector ProcurementCRM Software (Salesforce)Advanced Manufacturing SolutionsAnalytical SkillsCommunication SkillsMentoring SkillsSelf-Motivated

Required

Bachelor's degree required

10+ years of progressive sales experience, with at least 5 years in a leadership role (Director or Senior Director level) specifically focused on Public Sector (Federal, State, Local Government, or Education) sales

Demonstrated success in securing large, complex contracts and achieving significant revenue growth within the public sector

Strong understanding of public sector procurement processes, contracting mechanisms (e.g., GSA Schedules, IDIQs, BPAs), and compliance requirements (FAR, DFARS, ITAR, CMMC)

Proven ability to build, develop, and manage high-performing sales teams

Exceptional leadership, coaching, and mentoring skills

Superior communication, presentation, and negotiation skills, with the ability to engage effectively with C-level executives and government officials

Strategic thinker with strong analytical capabilities and a data-driven approach to sales management

Self-motivated, results-oriented, and able to thrive in a fast-paced, entrepreneurial environment

Ability to travel as required to meet clients and support the sales team

Preferred

Master's degree in Business Administration or a related field

Experience selling advanced manufacturing solutions, industrial services, technology platforms, or related complex technical products/services to government agencies

Proficiency with CRM software (Salesforce preferred) and sales analytics tools

Deep understanding of the manufacturing industry and Xometry's core processes (CNC Machining, 3D Printing, Sheet Metal Fabrication, Injection Molding, etc.)