VP of External Sales

Job description

THE OPPORTUNITY FUNDVIEW is a cloud ERP purpose-built for municipalities (populations roughly 1,000 to 25,000). Our software runs the day-to-day operations of 100s of cities, counties, and special districts - helping them manage their finance, payroll, HR, utility billing, courts, permitting, code enforcement, payments, and reporting functions. To date, sales has been founder-led. That's the problem this role solves. The product is proven, the customers renew, and most of the market - in Texas and every state beyond it - is open for us to sell too. This role exists to win new cities, starting immediately, with you carrying deals and to build the outside sales organization that scales it: hire and ramp hunters, open new states, and create a system a new hire can execute without anyone else in the room. The team, the plan, and the number are yours. THE HONEST STATE OF THINGS You should know exactly what you’re walking into, because this role is a fit for a specific kind of person and a bad fit for everyone else: The product is proven . Hundreds of live customers, strong retention, a true multi-module platform. We are dynamic we can sell individual modules or we can sell the whole suite depending on whatever the prospect needs. The market is bigger than our footprint . Texas is our core. Active exploration of a few new states underway. Every state is on our radar the constraint isn’t demand, it’s rep capacity and quality. There is no inbound engine yet . We’re in the early days of building marketing. Pipeline comes from disciplined outbound, in-person visits, relationships, and RFP coverage. If your success story starts with “marketing handed us leads,” this isn’t your job. You’re building the team, not inheriting one . Day one this is a small crew, not a sales org. You’ll recruit, hire, and ramp your own reps and carry deals yourself while you do it. The plumbing is being rebuilt right now . HubSpot migration mid-flight; qualification framework, cold-call playbook, and forecasting discipline all new. None of it is precious but it was built deliberately, so run it before you rewrite it. Once you've seen a quarter of data, the system is yours to sharpen. Our buyers move at government speed - your job is to change the math . 6 to 18 month cycles, councils, city attorneys, procurement rules. Teams who can navigate and strategize the long sales cycle will succeed here. WHAT SUCCESS LOOKS LIKE: We'd rather define success up front than discover we disagree later. 2 years in, this is what done looks like: Year One Team . A hired, ramped team running the qualification and outbound system with a repeatable onboarding path behind them New states . Active pipeline in at least three new states Forecast we can trust . Pipeline, stages, and forecast in HubSpot that You, the CEO, CFO, and board take at face value - no haircuts, no surprises. Year Two New states won . First closed-won in each new state and a documented playbook for the state after that. New-logo growth . New-logo results that clearly outpace what founder-led sales delivered A motion that outlives any one person . Qualification, demo standards, and cadence discipline a new hire can run after 90 days without anyone else in the room. WHAT YOUR WEEKS LOOK LIKE: One morning you’re tearing down a rep’s discovery call against the qualification rubric. That afternoon you’re running a demo strategy session for a Texas city of 8,000 replacing a 20-year-old system. Wednesday you’re mapping which Oklahoma towns come off contract next fiscal year and deciding where the next in-person vists will be. Some weeks you’re at a conference or in a rental car between city halls, shaking hands with finance directors and city managers, because in this market showing up still wins. You’ll close the biggest deals yourself, step into your team’s late-stage deals, and report the truth good or bad to leadership every week. WHO WILL THRIVE HERE: You've done this before, at least once. Self-sourced new-logo wins you can walk us through deal by deal, a territory or market you opened from zero, and sellers you've hired and ramped as a first sales leader or a player-coach. You know what a strong motion looks like because you've built one, not just worked inside one. You can operate in public-sector buying or prove you'll learn it fast . Direct govtech or municipal software experience is the fast path. A track record winning long-cycle, committee-driven, procurement-heavy deals (healthcare, edtech, public safety, enterprise) is the credible alternative. Either way, RFPs, cooperative purchasing, and city attorney redlines don't scare you. You can make complex software make sense to normal people . A city clerk, a finance director, and a council member in the same room, each hearing why this matters to them. You're disciplined in the unglamorous parts . CRM hygiene, written follow-up, cadence you actually run because you'll hold your team to a standard you model yourself. Devoted to the craft, not just disciplined at it . We hire sellers for devotion over discipline - curiosity about the buyer, the market, and their own performance. We expect the person leading them to embody it: you study your losses, you can self-critique without flinching, and you're still getting better at this. WHY IT’s WORTH IT: Real canvas . The product is proven and customers love it, but the go-to-market is still yours to shape. You will not find this combination often: de-risked product, undrawn map. Real ownership . You own the number, the team, and the plan and you’re in the room for every conversation about growth. Uncapped commission and upside tied to what you build, not a slot in a 50-person org chart. Real mission . Our software is how a small town pays its employees, bills its water, and runs its court. When we win, a city clerk gets their weekends back. It’s not saving the world, but it’s honest work that matters to real communities.