Head of State Government Sales at Wonderschool

<p><a href="https://wonderschool.com/">Wonderschool</a> is harnessing the power of technology to provide comprehensive support to child care providers operating out of their homes as well as in the government and non-profit sectors. Our products enable child care providers to create high-quality environments and meet the demands of their business, while also helping parents in need of childcare solutions through the creation of an accessible marketplace.</p> <p>We are seeking a Head of State Government Sales who is a first-principles thinker with a proven track record in government sales. San Francisco is preferred, but we will consider exceptional candidates anywhere in the US. This role reports directly to the CEO.</p> <p>Wonderschool already has active partnerships across 15 states and a very rich pipeline. This is not a build-from-scratch role—you’re coming in to scale what’s already working.</p> <p>This is not a 9-to-5 job. It requires a significant amount of travel—you will attend events throughout the country, work alongside marketing to generate leads and attract the full funnel, and personally carry a bag while building and leading a sales team.</p> <p><strong>Compensation</strong></p> <p>$450,000 OTE + equity</p> <p><strong>What You’ll Do</strong></p> <ul> <li>Take ownership of a well-defined, proven sales playbook and scale it across states, cities, and counties</li> <li>Run meetings, develop pipeline, and own go-to-market strategy for government sales</li> <li>Sell—this is a player-coach role; a significant portion of your time will be in front of customers closing deals</li> <li>Hire, coach, and develop a high-performing sales team</li> <li>Partner with marketing to drive event presence, lead generation, and top-of-funnel pipeline</li> <li>Leverage AI tools to accelerate outreach, communications, and pipeline management</li> <li>Build and maintain strong relationships with key government stakeholders—agencies, elected officials, regulators, and associations</li> <li>Develop data-driven forecasts and report pipeline health and learnings to leadership</li> <li>Refine deal desk, sales qualification, and process as we grow</li> </ul> <p><strong>What We’re Looking For</strong></p> <ul> <li>A first-principles thinker who doesn’t just follow playbooks—you understand <em>why</em> they work and know how to adapt</li> <li>Proven government sales background with experience closing SaaS-based contracts with state, city, or county agencies</li> <li>Demonstrated track record closing $1M–$15M+ ARR deals with government entities</li> <li>Deep familiarity with government procurement processes</li> <li>Experienced team leader and recruiter who can attract and develop great salespeople</li> <li>Highly data-driven with a bias toward accountability and measurable outcomes</li> <li>Comfortable with significant travel and an events-heavy calendar</li> <li>Ready to work with and maximize AI-powered tools for outreach and communications</li> <li>Experienced enough to operate independently, but hungry enough to still love selling</li> </ul> <p>You’ll have strong support from the CEO, a clear playbook, and existing momentum across 15 states. The opportunity to build something meaningful is real. We want someone experienced, energized, and ready to scale.</p>