Head of Sales

About SpruceID

SpruceID builds privacy-preserving, standards-based digital identity and credentialing solutions that give individuals control of their information while enabling governments and enterprises to deliver secure, interoperable services. We partner with public-sector organizations to modernize how identity is issued, verified, and used.

The Role

This is a system builder mandate. SpruceID has strong momentum and high business activity, but the go-to-market (GTM) and sales function is still evolving. You will design and operationalize a scalable, repeatable sales system from the ground up—this is not a role inheriting an established playbook.

You will operate at the intersection of strategic business development and public-sector digital transformation, leading SpruceID's efforts to bring solutions to U.S. state, local, education (SLED), and federal government markets, with a primary focus on state-level engagements. You will personally own and close complex, high-value government deals while building a disciplined, measurable public-sector sales machine.

You will work closely with SpruceID's leadership team, particularly the CEO, to bring structure, clarity, and operational rigor to a fast-evolving environment. Success requires deep navigation of government procurement ecosystems, stakeholder politics, and long-cycle decision-making.

SpruceID's business model is currently services-led, with software and licensing expected to layer in over time. You must be comfortable operating across this hybrid model and adapting GTM strategy as the company evolves within the emerging Digital Trust ecosystem.

Key Responsibilities

• Build the sales system from scratch – Design and implement SpruceID's end-to-end sales and GTM operating system, including pipeline management, forecasting, campaign execution, and performance tracking. Establish structure in a highly ambiguous environment.
• Install operational discipline – Create and enforce rigor across CRM, sales operations, and reporting. Drive consistency in pipeline hygiene, deal progression, and forecasting in the absence of existing standards.
• Lead public-sector sales strategy – Develop and execute a targeted go-to-market approach for SLED and federal government markets, with emphasis on state-level opportunities.
• Close high-value deals – Actively engage in key deals from initial outreach through contract negotiation and closing.
• Ecosystem positioning – Position SpruceID within the broader identity and trust landscape (e.g., Okta, Socure, other identity and credentialing players) and identify strategic partnership opportunities.
• Build scalable processes – Establish systems, processes, and operating cadence required to scale sales operations.

Work Environment

This role is fully remote within the U.S., with significant travel required to support state and federal customer engagements and attend periodic company gatherings.