Back to jobs
New

Director of Enterprise Public Sector Sales

Remote, US

Lucid Software is the leader in visual collaboration and work acceleration, helping teams see and build the future by turning ideas into reality. Our products include the Visual Collaboration Suite (Lucidchart and Lucidspark) and airfocus. We hold true to our core values: innovation in everything we do, passion & excellence in every area, individual empowerment, initiative and ownership, and teamwork over ego. At Lucid, we value diverse perspectives and are dedicated to creating an environment and culture that is respectful and inclusive for everyone. Lucid is a hybrid workplace. We promote a healthy work-life balance by allowing employees to work remotely, from one of our offices, or a combination of the two depending on the needs of the role and team.

Since the company’s founding, Lucid Software has received numerous global and regional recognitions for its products, business, and workplace culture. These include being listed to the Forbes Cloud 100, Fast Company Most Innovative Companies, Fortune Best Workplaces in Technology, and PEOPLE’s Companies that Care. Lucid’s solutions are used by more than 100 million users across the globe, making Lucid the most used visual collaboration platform by the Fortune 500. Our customers include Google, GE, and NBC Universal, and we partner with leaders such as Google, Atlassian, and Microsoft.  

As the Director of Enterprise Public Sector Sales, you will be the primary architect of Lucid’s government growth engine. You won’t just manage a team; you will define our go-to-market strategy across federal, state, and local entities. Leading a high-caliber team of Public Sector Account Executives and Inside Sales Representatives, you will drive net-new acquisition and strategic expansion within our most influential accounts. Reporting directly to the Senior Vice President of Sales, you will serve as a key member of the leadership team, bridging the gap between high-level strategy and tactical execution to ensure Lucid becomes the standard for visual collaboration in the public sector.

Responsibilities:

  • Strategic Leadership: Build, inspire, and coach an elite team of Public Sector Account Executives and Inside Sales Representatives. You are responsible for the team's professional development, performance management, and overall culture
  • Revenue Ownership: Drive Incremental Annual Recurring Revenue (IARR) by hitting aggressive targets for new logos, expansion, and renewals within the public sector install base
  • Pipeline & Forecast Accuracy: Maintain a rigorous data-driven culture. Assess sales activities and leverage SFDC/Tableau to provide executive-level forecasts and actionable insights
  • Complex Deal Orchestration: Act as a "player-coach" in high-stakes negotiations. You will strategically deploy Sales Engineering, Customer Success, and Executive leadership to close complex, multi-year government contracts
  • Public Sector Strategy: Refine and execute specialized strategies for the public sector, including navigating procurement vehicles, ensuring compliance with security standards (e.g., FedRAMP), and optimizing "Rules of Engagement."
  • Cross-Functional Advocacy: Serve as the "voice of the government customer" to Lucid’s Product and Marketing teams, prioritizing feature requests and business needs unique to the public sector
  • Operational Excellence: Implement and refine sales methodologies (e.g., MEDDPICC) and ensure the team is maximizing the use of our tech stack (SFDC, Outreach, etc.)

Requirements:

  • 10+ years of high-growth sales experience, with a heavy emphasis on SaaS/Cloud technologies
  • 3+ years of experience managing enterprise-level sales teams, with a proven ability to hire and retain top-tier talent
  • 3+ years of direct experience navigating the complexities of government sales (Federal, State, Local, or Education)
  • Outstanding verbal and written skills, with the ability to translate complex technical solutions into compelling value propositions for government stakeholders
  • Deep proficiency in SFDC reporting and sales productivity tools. You don't just look at data; you use it to tell a story and drive behavior

Preferred Qualifications: 

  • Deep familiarity with the FedRAMP authorization process, StateRAMP, and SOC2 compliance requirements. Experience successfully navigating agency-level security reviews and ATO (Authority to Operate) processes
  • Proven success leveraging government contract vehicles (e.g., GSA Schedules, SEWP, NASPO, or SLSA) to accelerate the procurement cycle
  • Established relationships with key Government System Integrators (GSIs), value-added resellers (VARs), and other channel partners (e.g., Carahsoft, TD SYNNEX) specific to the public sector landscape
  • Advanced proficiency in a structured sales methodology (e.g., MEDDPICC, Force Management, or Challenger) with the ability to adapt these frameworks to the nuances of government "Buying Committees."
  • A background in or a passion for helping government agencies modernize their workflows through digital transformation and visual collaboration
  • Active or prior security clearance (Secret, TS/SCI) is a significant plus, though not strictly required

#LI-MG1 #LI-Remote

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Lucid Software’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.