Senior Director, Sales - Public Sector

Xometry is seeking an accomplished and strategic Senior Director, Sales - Public Sector to significantly expand our presence and drive revenue within the U.S. Federal, State, and Local government agencies, as well as educational institutions. This is a critical leadership role that requires a deep understanding of public sector procurement processes, a proven track record of building and managing high-performing sales teams, and the ability to articulate Xometry's unique value proposition within a complex regulatory environment. The ideal candidate will be instrumental in developing and executing comprehensive sales strategies to secure new contracts and grow existing relationships.

Responsibilities:

• Strategic Leadership & Growth:
• 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.
• Team Leadership & Development:
• 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.
• Business Development & Client Engagement:
• 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.
• Compliance & Operations:
• Ensure strict adherence to all relevant public sector procurement regulations (e.g., FAR, DFARS, GSA Schedules, ITAR, CMMC Level 2).
• 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.
• Market Intelligence:
• 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.

Qualifications:

• Bachelor's degree required. Master's degree in Business Administration or a related field preferred.
• 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).
• Experience selling advanced manufacturing solutions, industrial services, technology platforms, or related complex technical products/services to government agencies is highly desirable.
• 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.
• Deep understanding of the manufacturing industry and Xometry's core processes (CNC Machining, 3D Printing, Sheet Metal Fabrication, Injection Molding, etc.) is a significant plus.
• Proficiency with CRM software (Salesforce preferred) and sales analytics tools.
• 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.

#LI-Hybrid