Early Morning Software, Inc. - VP Of Sales & Marketing

Company Overview Early Morning Software is a small, minority-owned SaaS company delivering PrismCompliance.com, a regulatory compliance platform for enterprise and public-sector clients. We operate remote-first in the Baltimore-area and have a growing national presence and pipeline in state and local government. The VP of Sales & Marketing reports to the Chief Executive Officer (CEO) and will partner with the VP of Operations to accelerate revenue growth, expand public-sector footprint, and build a scalable, compliant go-to-market engine. Position Summary The VP of Sales & Marketing (VP-S&M) leads all demand generation, GTM strategy, field and inside sales, and marketing programs. This role explicitly targets state and local government (state agencies, cities/counties, and related procurement vehicles) and collaborates closely with the VP of Operations to ensure scalable processes, accurate forecasting, and aligned customer journeys. The ideal candidate has B2G experience, a proven track record in growth-driven GTM for SaaS, and the ability to operate effectively in a small, fast-moving organization. Location Remote-first with a strong preference for candidates in the Baltimore-Washington corridor or willing to relocate to the Baltimore region. Occasional travel to state capitol offices, city halls, county administrations, and partner sites. Key Responsibilities 1) Public Sector Go-To-Market Develop a GTM strategy focused on state and local government opportunities, including procurement processes (RFPs/RFIs), grant-funded modernization, and agency-specific cycles. Build an adversarial but collaborative sales motion for public sector buyers (CIO/CTO, CFO, procurement, program managers). Create a government-specific value proposition, case studies, and reference program. 2) Demand Generation & Marketing Design targeted campaigns (public sector messaging, RFP-focused content, events, and partner marketing with SIs and integrators). Manage a marketing stack, measurement framework, and budget with emphasis on public-sector pipeline and CAC payback. Align messaging with agency priorities, compliance mandates, and citizen-facing outcomes. 3) Sales Execution & Enablement Build and scale a sales organization (SDRs/BDRs, Account Executives, Channel/Solution Sellers) with clear territory plans and quotas. Establish an explicit government-focused compensation design and forecasting discipline. Develop onboarding and enablement programs to shorten ramp time and ensure compliance with public-sector procurement requirements. 4) Channels & Partnerships Develop and manage partnerships with system integrators, consulting partners, and agency-approved vendors. Create joint GTM plans, partner enablement, and co-sell opportunities, with emphasis on Maryland and adjacent states. 5) Customer Acquisition & Lifecycle Marketing Alignment Align marketing and sales to improve the citizen-facing experience and government customer journey from awareness to renewal. Champion customer references, success stories, and ROI metrics relevant to public sector agencies. 6) Analytics, Forecasting, & Reporting Define revenue metrics (ARR, MRR, pipeline coverage, win rate, CAC, LTV, payback) with public-sector specificity (solicitation windows, procurement cycles). Produce transparent reporting to CEO and board; prepare scenario planning for public-sector cycles. 7) Collaboration with Operations Work with the VP of Operations to ensure scalable enablement, training, and cross-functional alignment. Support onboarding and ongoing enablement for new hires. 8) Compliance, Governance, & Trust Ensure compliance with procurement rules, data protection, and vendor governance in sales/marketing activities. Represent the company with a focus on trust, transparency, and integrity in government engagements. Mandatory Requirements Candidate for VP of Sales and Marketing must have the following qualifications: 8+ years of B2B SaaS sales and marketing leadership with explicit public sector exposure (state and/or local government). Proven track record building and scaling GTM engines in growth-stage companies; experience with government RFPs, contract vehicles, and procurement cycles. Experience in demand generation and product marketing for enterprise/public-sector audiences; measurable impact on pipeline and revenue. Proficiency with CRM/marketing automation (Salesforce, HubSpot) and data-driven decision making. Ability to collaborate cross-functionally (Sales, Marketing, Product, Operations) and to influence at the executive level. Strong understanding of public-sector procurement governance, compliance, and vendor management. Comfort with a remote-first, fast-paced environment; willingness to travel to state/city government offices and partner sites as needed. Knowledge of supplier diversity and minority-owned business considerations is a plus. Preferred or Bonus Requirements Public sector or GovTech experience beyond sales (e.g., program management, compliance, or grant administration). Prior collaboration with an Operations team on enablement, renewals, and CS metrics. Experience with Maryland state or Baltimore-area government contracts and procurement vehicles. Personal Attributes Strategic, data-driven, and execution-focused. Customer-centric storyteller with strong negotiation and collaboration skills. Resilient, adaptable, and comfortable in a small-team startup environment. DEI-forward mindset and alignment with minority-owned business values. Compensation Plan Note: This plan is tuned for a growth-stage, Baltimore-area tech company with public-sector focus. Adjust the numbers to reflect your market data and equity philosophy. 1) Base Salary Target range: $140,000 – $210,000 annually Higher if the role includes broader marketing scope or extensive public-sector leadership. Up to $230,000 for exceptional candidates with broad GTM and GovTech track record. 2) Equity Type: Stock options or RSUs with standard vesting. Target equity grant: 0.25% – 0.75% fully diluted, vesting over 4 years with a 1-year cliff. Accelerators: Additional equity refreshers for achieving major milestones (e.g., multi-year revenue targets, government contracting wins). 3) Annual Performance Bonus Target: 15% – 35% of base salary Payout tied to revenue growth, pipeline quality, government contract wins, and public-sector GTM milestones. Payout cadence: Annual, with quarterly milestone reviews. 4) Sign-On Bonus - Optional sign-on to offset transition costs, up to $15,000 – $30,000 depending on candidate needs and equity considerations. 5) Benefits & Perks Comprehensive health benefits for employee and dependents. 401(k) or equivalent with company match. Paid time off, holidays, and flexible PTO. Parental leave and family-friendly policies. Professional development budget and conference attendance. Flexible work arrangements and remote-work stipend. Commuter benefits and Maryland-specific incentives as applicable. Travel stipend for government-facing duties or regional events. 6) Performance & Growth Incentives Quarterly reviews aligning on pipeline, revenue milestones, and government-contract opportunities. Long-term incentives aligned with regional expansion and public-sector traction. Job Posted by ApplicantPro