Job description
Xometry (NASDAQ: XMTR) powers the industries of today and tomorrow by connecting the people with big ideas to the manufacturers who can bring them to life. Xometry’s digital marketplace gives manufacturers the critical resources they need to grow their business while also making it easy for buyers at Fortune 1000 companies to tap into global manufacturing capacity.
Xometry is seeking an accomplished and strategic Senior Director, Sales - Public Sector to significantly expand our presence and drive revenue within the U.S. Federal, State, and Local government agencies, as well as educational institutions. This is a critical leadership role that requires a deep understanding of public sector procurement processes, a proven track record of building and managing high-performing sales teams, and the ability to articulate Xometry’s unique value proposition within a complex regulatory environment. The ideal candidate will be instrumental in developing and executing comprehensive sales strategies to secure new contracts and grow existing relationships.
Responsibilities:
Strategic Leadership & Growth:
- Develop and execute the overarching sales strategy for the Public Sector, aligning with Xometry’s overall business objectives and growth targets.
- Identify, pursue, and secure large, strategic contracts with Federal, State, and Local government entities and educational institutions.
- Drive significant revenue growth by expanding Xometry’s footprint and market share within the Public Sector.
- Act as a key liaison between the Public Sector team and internal Xometry stakeholders (e.g., product, engineering, legal, operations) to ensure successful execution of public sector initiatives.
Team Leadership & Development:
- Build, lead, mentor, and motivate a high-performing team of Public Sector Account Executives and Sales Managers.
- Establish clear sales targets, performance metrics, and provide ongoing coaching and performance management to ensure individual and team success.
- Foster a culture of accountability, collaboration, and continuous improvement within the sales team.
- Attract, recruit, and retain top sales talent experienced in the public sector.
Business Development & Client Engagement:
- Cultivate and maintain strong relationships with key decision-makers, procurement officers, and stakeholders within target public sector accounts.
- Lead complex sales cycles, from initial contact and needs assessment to proposal development, negotiation, and contract closure.
- Understand and effectively articulate Xometry’s value proposition – leveraging our AI-driven instant quoting engine, vast manufacturing network, and diverse capabilities (3D Printing, CNC Machining, Injection Molding, Sheet Metal Fabrication, etc.) – to meet the unique needs of government and education clients.
- Represent Xometry at relevant industry events, conferences, and trade shows.
Compliance & Operations:
- Ensure strict adherence to all relevant public sector procurement regulations (e.g., FAR, DFARS, GSA Schedules, ITAR, CMMC Level 2).
- Work closely with legal and compliance teams to ensure all proposals, contracts, and sales activities meet stringent government requirements.
- Leverage CRM (e.g., Salesforce) for pipeline management, forecasting, and reporting, ensuring data accuracy and consistent use by the team.
- Develop and manage sales forecasts, budgets, and operational plans for the Public Sector division.
Market Intelligence:
- Stay abreast of public sector market trends, competitive landscape, policy changes, and emerging opportunities.
- Provide market insights and feedback to Xometry’s product and leadership teams to inform future offerings relevant to the public sector.
Qualifications:
- Bachelor’s degree required. Master’s degree in Business Administration or a related field preferred.
- 10+ years of progressive sales experience, with at least 5 years in a leadership role (Director or Senior Director level) specifically focused on Public Sector (Federal, State, Local Government, or Education) sales.
- Demonstrated success in securing large, complex contracts and achieving significant revenue growth within the public sector.
- Strong understanding of public sector procurement processes, contracting mechanisms (e.g., GSA Schedules, IDIQs, BPAs), and compliance requirements (FAR, DFARS, ITAR, CMMC).
- Experience selling advanced manufacturing solutions, industrial services, technology platforms, or related complex technical products/services to government agencies is highly desirable.
- Proven ability to build, develop, and manage high-performing sales teams.
- Exceptional leadership, coaching, and mentoring skills.
- Superior communication, presentation, and negotiation skills, with the ability to engage effectively with C-level executives and government officials.
- Strategic thinker with strong analytical capabilities and a data-driven approach to sales management.
- Deep understanding of the manufacturing industry and Xometry’s core processes (CNC Machining, 3D Printing, Sheet Metal Fabrication, Injection Molding, etc.) is a significant plus.
- Proficiency with CRM software (Salesforce preferred) and sales analytics tools.
- Self-motivated, results-oriented, and able to thrive in a fast-paced, entrepreneurial environment.
- Ability to travel as required to meet clients and support the sales team.
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Xometry is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.
For US based roles: Xometry participates in E-Verify and after a job offer is accepted, will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.
