Director, Government & Public Sector Sales

About the role

We are currently seeking a Director, Government & Public Sector Sales , based in the Greater Washington, D.C. area , including candidates located in nearby regions of Maryland or Virginia who can commute regularly into Washington, D.C., to lead and scale Clio's high-growth Government & Public Sector segment across the U.S. & Canada. Launched in late 2024, this segment represents a strategic growth pillar for Clio, serving state, local, education, and broader public sector organizations with complex procurement, compliance, and security requirements. As a Director of Sales, you will lead frontline Account Executives while shaping go-to-market strategy, driving operational excellence, and partnering cross-functionally to ensure success in long, regulated sales cycles. This role blends hands-on leadership with strategic influence and will play a key role in defining Clio's public sector growth trajectory. What your team does: The Government & Public Sector Sales team drives Clio's value for government agencies, public institutions, and not-for-profit legal organizations across the U.S. and Canada. The team partners closely with legal teams, general counsel, IT, security, and procurement stakeholders to navigate complex, multi-stage buying processes. Account Executives in this segment sell Clio's Legal Management and AI solutions, generating pipeline and managing extended procurement cycles that include RFPs, RFIs, security reviews, and compliance-driven evaluations. The team works cross-functionally with Solution Engineering, Channel Partners, Legal, Security, Product, Finance, Go-To-Market teams, and Customer Success to deliver secure, compliant, cloud-based legal technology tailored to public sector needs.

Responsibilities

• Lead, coach, and develop a team of Government & Public Sector Account Executives
• Build a high-performance, inclusive, and accountable sales culture aligned with Clio's values
• Own and evolve the Government & Public Sector go-to-market strategy in partnership with sales leadership
• Guide and support long, complex procurement cycles including RFPs, RFIs, contracting, and compliance evaluations
• Provide executive-level support on strategic deals, negotiations, and customer escalations
• Deliver on monthly, quarterly, and annual MRR targets for the segment
• Establish and optimize KPIs related to pipeline generation, conversion, deal velocity, win rates, and forecasting accuracy
• Own forecasting rigor, territory planning, and Salesforce data hygiene across extended sales cycles
• Partner cross-functionally with Solution Engineering, Marketing, Channel, Product, Legal, Security, Finance, Enablement, and Customer Success to remove friction in the public sector sales process
• Serve as the internal voice of the public sector customer, influencing roadmap, packaging, compliance readiness, and messaging
• Recruit, hire, onboard, and develop top-performing sales talent to support growth targets
• Champion enablement programs tailored to public sector selling, including RFP strategy, compliance positioning, and executive-level value selling
• Travel up to ~30% to support team development, customer meetings, partner engagements, and industry events
• What you bring:
• 8+ years of sales leadership experience as a first- or second-line leader
• Deep experience selling into Public Sector organizations, including State, Local, and Education (SLED)
• Strong understanding of government procurement and budgeting cycles, RFP/RFI processes, and compliance, security, and regulatory requirements
• Proven success closing and scaling large, complex, multi-stage SaaS deals
• Demonstrated ability to lead cross-functional teams (Legal, Security, Product, Finance, etc.) through high-stakes procurement processes
• Strong operational and analytical skills with a data-driven approach to performance management
• Exceptional communication skills, executive presence, and stakeholder management capability
• A consistent track record of high performance and team development
• Located in Washington, D.C. or within close commuting distance in Maryland or Virginia, with the ability to commute into D.C. regularly.
• Preferred:
• Experience selling into the legal industry or to legal teams within public sector organizations
• Experience selling to Federal Government customers in the U.S. and/or Canada
• Experience selling an operating platform or mission-critical SaaS solution
• Familiarity with public sector compliance frameworks and security standards
• Experience building or scaling a new sales segment within a high-growth or hyper-growth environment
• Experience building and scaling revenue through large public sector resale and distribution partners s

Additional Information

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely. We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice .

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