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General Manager GTM, Public Sector


Remote, United States

Job ID: R00885

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Confluent is pioneering a fundamentally new category of data infrastructure focused on data in motion. Have you ever found a new favorite series on Netflix, picked up groceries curbside at Walmart, or paid for something using Square? Thats the power of data in motion in actiongiving organizations instant access to the massive amounts of data that is constantly flowing throughout their business. At Confluent, were building the foundational platform for this new paradigm of data infrastructure. Our cloud-native offering is designed to be the intelligent connective tissue enabling real-time data, from multiple sources, to constantly stream across the organization. With Confluent, organizations can create a central nervous system to innovate and win in a digital-first world.

Were looking for self-motivated team members who crave a challenge and feel energized to roll up their sleeves and help realize Confluents enormous potential. Chart your own path and take healthy risks as we solve big problems together. We value having diverse teams and want you to grow as we growwhether youre just starting out in your career or managing a large team, youll be amazed at the magnitude of your impact.

About the Role:

The General Manager GTM, Public Sector role is a senior leadership position for Confluents Public Sector team, reporting directly to our Global Head of Sales. This is a very strategic and high-impact senior leadership role, equivalent to VP Level, driving Confluents sales and customer success strategy for the US Public Sector market. The ideal candidate has had overall responsibility for the growth of products and solutions across the entire Public Sector ecosystem, leading high-performance sales, SE and partner teams, and significant industry experience working with DOD, National Security, Civilian, State & Local.

What You Will Do:

  • Lead Confluents Public Sector business managing sales, solutions engineering, customer success, and partner strategy in the US.
  • Develop sales strategy: craft and articulate a cohesive sales strategy tailored for multiple public sector market segments across diverse channels.
  • Own all revenue, bookings (Cloud Consumption, New Subscription, Renewals, Professional Services, and Education) in the vertical
  • Provide Leadership to Sales, Solution Engineers, Customer Success Managers, Business Development Reps, Field Marketing, Professional Services, and Partner teams.
  • Close business to exceed monthly, quarterly, and annual bookings and revenue objectives.
  • Build and manage senior customer relationships in our most strategic accounts.
  • In collaboration with the Partner and Ecosystem team, build and maintain relationships with new and existing Confluent partners.
  • Work closely with Marketing to coordinate and support a comprehensive marketing approach for the US Public Sector.
  • Partner with Product leadership to deliver innovative solutions for US government partners and affiliates.
  • Lead a team of exceptionally talented sales professionals who can grow the organization to the next level.
  • Drive consumption transformation in the most strategic industry vertical for Confluent
  • Drive operating margin efficiency for maximizing profit
  • Scale the business 3X-5X over 3-4 years and the team to >100 people.

What You Will Bring:

  • 5+ years of senior leadership experience (Vice President or equivalent) in a second or third-line leadership role managing leaders and large sales, technical, and customer success organizations. 8+ years overall management experience
  • Experience leading a team of 50+ people
  • Experience managing $100M+ revenue business
  • Track record of success leading a large sales organization with direct sales quota responsibility and significant growth.
  • Strong track record of building successful services business
  • Deep experience selling within the Consumption, SaaS, IaaS, PaaS, Database, Open Source, Cloud, Messaging, or Big Data space.
  • Significant Government/Public Sector industry experience working with DOD, National Security, Civilian
  • Possess a strong understanding and network of industry leaders with a focus on Federal U.S
  • Understanding of, and experience with, government procurement processes and compliance. Understanding of FedRAMP and Facility Clearance processes.
  • Act as an industry lead within government markets
  • Experience creating and executing Go to Market sales initiatives with key systems integrators and partners.
  • Ability to build and maintain relationships with C-level executives
  • Goal-oriented, with a track record of overachievement
  • Location: DC Metro Area highly preferred

Come As You Are

At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

At Confluent, we are committed to providing competitive pay and benefits that are in line with industry standards. We analyze and carefully consider several factors when determining compensation, including work history, education, professional experience, and location. This position has an annual estimated salary of $217,800 - $272,250, a competitive equity package and is also eligible for additional commission and/or bonus pay. The actual pay may vary depending on your skills, qualifications, experience, and work location. In addition, Confluent offers a wide range of employee benefits. To learn more about our benefits click HERE.

Click HERE to review our Candidate Privacy Notice which describes how and when Confluent, Inc., and its group companies, collects, uses, and shares certain personal information of California job applicants and prospective employees.


Global Benefits to Help You Do Your Best Work

Leadership Principles Define How we Act

Our Leadership Principles outline a shared set of expectations for how we think and behave at Confluent. They’re an extension of our company values which we all live each day. You can learn more here.

Confluent is Remote-First

At Confluent, we care about how you work - not where. We encourage you to apply for positions outside of the listed job location or your immediate region.

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