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VP of Sales – Northwoods

Location: Remote – United States

About Northwoods

Northwoods develops software that helps Health and Human Services agencies improve outcomes for the individuals and families they serve. Its solutions are used by state and local government organizations across North America to give caseworkers faster access to information, streamline workflows, and improve decision-making.

For more than 25 years, Northwoods has partnered with agencies supporting child welfare, child support, economic assistance, behavioral health, and adult services programs. Today, the company serves more than 120 government clients and is backed by Banyan Software, providing the stability of an established business with the opportunity to help shape its future growth.

The Opportunity

Northwoods is hiring a VP of Sales to lead its sales organization and help expand the company's presence across state and local government agencies.

Reporting directly to the CEO, the VP of Sales will lead a team of six sales professionals responsible for selling software solutions to Health and Human Services organizations. The role requires a leader who can strengthen sales execution, improve forecasting and pipeline management, develop talent, and help Northwoods pursue larger, more strategic opportunities across government markets.

This is a leadership role with direct influence on company strategy, market expansion, and revenue growth. The successful candidate will work closely with executive leadership to shape how Northwoods approaches new markets, develops customer relationships, and scales its commercial organization.

What You Will Own

Sales Strategy and Revenue Growth

• Develop and execute the sales strategy for Northwoods' government market business.
• Increase qualified pipeline generation across state and local government agencies.
• Improve sales forecasting, pipeline visibility, stage management, and reporting.
• Support complex opportunities involving multiple stakeholders, formal procurement processes, and long sales cycles.
• Partner with sales team members on strategic pursuits and executive-level customer engagements.
• Identify opportunities to expand Northwoods' presence in existing and emerging markets.
• Contribute to annual revenue planning, territory strategy, and market prioritization.

Leadership and Team Development

• Lead, coach, and develop a team of six quota-carrying sales professionals.
• Establish clear expectations, operating rhythms, and performance standards.
• Support hiring, onboarding, and development of future sales talent.
• Create a culture focused on accountability, customer outcomes, and execution.
• Conduct regular pipeline reviews, deal inspections, and coaching sessions.
• Build a disciplined sales organization capable of supporting future growth.

Cross-Functional Partnership

• Partner closely with Product, Customer Success, Professional Services, Marketing, and Executive Leadership.
• Provide market feedback that helps inform product direction and go-to-market strategy.
• Align sales priorities with company objectives and customer needs.
• Support strategic partnerships and business development initiatives where appropriate.
• Represent Northwoods in customer meetings, industry events, and executive discussions.

What We Are Looking For

We are looking for is an experienced sales leader who has built and led successful B2B software sales organizations. They understand how to manage complex sales cycles, develop high-performing teams, and create structure around forecasting, pipeline management, and execution.

The ideal candidate is comfortable operating in a growth-oriented environment where they can influence strategy, build processes, and work directly with senior leadership. They combine strong commercial judgment with the ability to coach teams, engage customers, and drive measurable results.

Must-Haves

• 12+ years leading quota-carrying within GovTech, B2B SaaS, or enterprise technology sales teams.
• Experience managing sales organizations with multiple direct reports.
• Demonstrated success leading complex sales cycles involving multiple stakeholders and procurement processes.
• Strong understanding of forecasting methodologies, pipeline management, and sales operating cadence.
• Experience recruiting, developing, and managing sales talent.
• Ability to evaluate performance, provide coaching, and maintain accountability across a sales organization.
• Executive presence and the ability to represent the sales function at the leadership level.
• Experience working cross-functionally with Product, Marketing, Customer Success, Professional Services, and executive teams.
• Track record of delivering measurable revenue growth, bookings performance, or quota attainment.
• Willingness to travel as needed to support customers, opportunities, and team development.

Preferred Qualifications

• Experience selling into state and local government agencies.
• Experience within Health and Human Services, public sector technology, case management, workforce systems, benefits administration, or related markets.
• Experience with HubSpot or comparable CRM platforms.
• Experience in a private equity-backed or growth-stage software business.
• Experience pursuing large government opportunities involving formal evaluations, procurement processes, and executive stakeholders.

Why Join Northwoods

• Executive leadership role reporting directly to the CEO.
• Opportunity to help shape commercial strategy and market expansion.
• Established customer base with strong presence in Health and Human Services.
• Backed by Banyan Software with a long-term growth focus.
• Ability to make a meaningful impact on government programs that serve communities and families.

This position is for an existing vacancy.