VP, Enterprise Sales

As a VP, Enterprise Sales - Government & Military, you will play a critical leadership role in driving growth within this highly specialized vertical. This role requires an individual with deep industry expertise, a strong network of government and military officials, and established relationships with prime contractors and procurement officers. Your ability to identify and influence government contract opportunities early - especially those that are sole-sourced or awarded through non-public channels - will be key to success.

Further, these connections will assist in procuring additional business for WillScot because incidental to these relationships, business opportunities will arise as a natural byproduct of the circular nature of governmental employees transitioning between government agencies and private industries. Hence, there is a clear path for business development, and these contacts are invaluable. To be successful, you must immerse yourself in the complete government and military ecosystem.

In this dynamic position, you will lead and build a high-performing team focused on securing government and military contracts, leveraging your expertise to develop and execute strategic sales initiatives. You will oversee the full sales cycle, from opportunity identification to contract execution, ensuring that WillScot is positioned as the preferred provider of modular workspace and storage solutions within this market.

This role is ideal for a visionary leader with a proven track record in enterprise sales, government contracting, and business development within the public sector. If you thrive in a growth-oriented, high-impact environment and are eager to expand WillScot's footprint within government and military sectors, we invite you to apply.

Strategic Sales & Government Contracting:

• Develop and execute a comprehensive sales strategy for the Government & Military vertical, aligning with federal, state, and local procurement processes.
• Identify and pursue contract opportunities, including those with military branches, federal agencies, state/local governments, and defense contractors.
• Navigate and influence government procurement cycles, leveraging insights into public bids as well as non-public or sole-source contract opportunities.
• Build strong relationships with key stakeholders, including:
  
  
  
  • Executive leadership of state government agencies that can affect WillScot.
  • Staff leadership of state government agencies that can affect WillScot.
  • Members of city government who control city action (or have significant roles) on committees that can affect WillScot.
  
  
  
  
• Monitor and assess various PACs and other trends or critical initiatives. Manage outside lobbyists, consultants, media, and legal advisors to support government relations and business objectives.

Business Development & Market Expansion:

• Proactively identify and respond to government RFPs, RFQs, and other procurement vehicles.
• Establish and maintain partnerships with prime contractors, subcontractors, and key government suppliers to expand our market presence.
• Stay ahead of policy changes, government funding allocations, and regulatory shifts that impact procurement and contracting opportunities.
• Manage Multiple Award Schedule (MAS) contracts, Federal Supply Schedules (FSS), and other COOP-type agreements with government and public organizations.
• Represent WillScot at industry events, conferences, and trade shows focused on government and military sectors.

Account Management & Client Relations:

• Develop and manage key accounts within government agencies and military organizations.
• Provide consultative sales solutions, ensuring that WillScot's offerings align with client needs, compliance requirements, and mission objectives.
• Drive contract renewals, expansions, and multi-year agreements to ensure sustained growth.
• Work cross-functionally to tailor product offerings and service solutions that meet the unique requirements of government clients.

Team Leadership & Development:

• Recruit, train, and lead a team of government sales and business development professionals.
• Set performance expectations and provide mentorship to drive success within the vertical.
• Foster a culture of collaboration, accountability, and continuous improvement within the team.
• Ensure the team remains well-versed in government contracting rules, compliance standards, and best practices.

Financial & Operational Accountability:

• Drive revenue growth through strategic sales initiatives, contract negotiations, and pricing strategies tailored to government procurement structures.
• Monitor industry trends, competitor activities, and regulatory developments to maintain a competitive edge.
• Establish and optimize internal processes to improve efficiency, compliance, and contract execution.
• Track and report on key performance metrics, providing insights and recommendations to senior leadership.

• 10+ years of progressive sales, business development, and account management within assigned vertical market.
• 5+ years of managing a high-performance sales team.
• Bachelor's Degree in Business Administration, Marketing, or related field.
• A proven track record of success in consultative sales and solutions-oriented environment.
• Demonstrated ability to lead and develop high-performing teams while managing portfolios of senior-level clients.
• Strong financial acumen, with a solid understanding of KPIs financial analysis and contract negotiation.
• Ability to work effectively in a matrixed environment and collaborate across multiple cross-functional departments.
• Proficient in CRM systems and comfortable with evolving technologies.
• Exceptional organization, decision-making, and strategic planning skills.