Early Morning Software, Inc. - VP of Sales & Marketing

Company Overview

Early Morning Software is a small, minority-owned SaaS company delivering PrismCompliance.com, a regulatory compliance platform for enterprise and public-sector clients. We operate remote-first in the Baltimore-area and have a growing national presence and pipeline in state and local government. The VP of Sales & Marketing reports to the Chief Executive Officer (CEO) and will partner with the VP of Operations to accelerate revenue growth, expand public-sector footprint, and build a scalable, compliant go-to-market engine.

Position Summary

The VP of Sales & Marketing (VP-S&M) leads all demand generation, GTM strategy, field and inside sales, and marketing programs. This role explicitly targets state and local government (state agencies, cities/counties, and related procurement vehicles) and collaborates closely with the VP of Operations to ensure scalable processes, accurate forecasting, and aligned customer journeys. The ideal candidate has B2G experience, a proven track record in growth-driven GTM for SaaS, and the ability to operate effectively in a small, fast-moving organization.

Location

Remote-first with a strong preference for candidates in the Baltimore-Washington corridor or willing to relocate to the Baltimore region. Occasional travel to state capitol offices, city halls, county administrations, and partner sites.

Key Responsibilities

1) Public Sector Go-To-Market

• Develop a GTM strategy focused on state and local government opportunities, including procurement processes (RFPs/RFIs), grant-funded modernization, and agency-specific cycles.
• Build an adversarial but collaborative sales motion for public sector buyers (CIO/CTO, CFO, procurement, program managers).
• Create a government-specific value proposition, case studies, and reference program.

2) Demand Generation & Marketing

• Design targeted campaigns (public sector messaging, RFP-focused content, events, and partner marketing with SIs and integrators).
• Manage a marketing stack, measurement framework, and budget with emphasis on public-sector pipeline and CAC payback.
• Align messaging with agency priorities, compliance mandates, and citizen-facing outcomes.

3) Sales Execution & Enablement

• Build and scale a sales organization (SDRs/BDRs, Account Executives, Channel/Solution Sellers) with clear territory plans and quotas.
• Establish an explicit government-focused compensation design and forecasting discipline.
• Develop onboarding and enablement programs to shorten ramp time and ensure compliance with public-sector procurement requirements.

4) Channels & Partnerships

• Develop and manage partnerships with system integrators, consulting partners, and agency-approved vendors.
• Create joint GTM plans, partner enablement, and co-sell opportunities, with emphasis on Maryland and adjacent states.

5) Customer Acquisition & Lifecycle Marketing Alignment

• Align marketing and sales to improve the citizen-facing experience and government customer journey from awareness to renewal.
• Champion customer references, success stories, and ROI metrics relevant to public sector agencies.

6) Analytics, Forecasting, & Reporting

• Define revenue metrics (ARR, MRR, pipeline coverage, win rate, CAC, LTV, payback) with public-sector specificity (solicitation windows, procurement cycles).
• Produce transparent reporting to CEO and board; prepare scenario planning for public-sector cycles.

7) Collaboration with Operations

• Work with the VP of Operations to ensure scalable enablement, training, and cross-functional alignment.
• Support onboarding and ongoing enablement for new hires.

8) Compliance, Governance, & Trust

• Ensure compliance with procurement rules, data protection, and vendor governance in sales/marketing activities.
• Represent the company with a focus on trust, transparency, and integrity in government engagements.

Mandatory Requirements

Candidate for VP of Sales and Marketing must have the following qualifications:

• 8+ years of B2B SaaS sales and marketing leadership with explicit public sector exposure (state and/or local government).
• Proven track record building and scaling GTM engines in growth-stage companies; experience with government RFPs, contract vehicles, and procurement cycles.
• Experience in demand generation and product marketing for enterprise/public-sector audiences; measurable impact on pipeline and revenue.
• Proficiency with CRM/marketing automation (Salesforce, HubSpot) and data-driven decision making.
• Ability to collaborate cross-functionally (Sales, Marketing, Product, Operations) and to influence at the executive level.
• Strong understanding of public-sector procurement governance, compliance, and vendor management.
• Comfort with a remote-first, fast-paced environment; willingness to travel to state/city government offices and partner sites as needed.
• Knowledge of supplier diversity and minority-owned business considerations is a plus.

Preferred or Bonus Requirements

• Public sector or GovTech experience beyond sales (e.g., program management, compliance, or grant administration).
• Prior collaboration with an Operations team on enablement, renewals, and CS metrics.
• Experience with Maryland state or Baltimore-area government contracts and procurement vehicles.

Personal Attributes

• Strategic, data-driven, and execution-focused.
• Customer-centric storyteller with strong negotiation and collaboration skills.
• Resilient, adaptable, and comfortable in a small-team startup environment.
• DEI-forward mindset and alignment with minority-owned business values.

Compensation Plan

Note: This plan is tuned for a growth-stage, Baltimore-area tech company with public-sector focus. Adjust the numbers to reflect your market data and equity philosophy.

1) Base Salary

• Target range: $140,000 – $210,000 annually
• Higher if the role includes broader marketing scope or extensive public-sector leadership.
• Up to $230,000 for exceptional candidates with broad GTM and GovTech track record.

2) Equity

• Type: Stock options or RSUs with standard vesting.
• Target equity grant: 0.25% – 0.75% fully diluted, vesting over 4 years with a 1-year cliff.
• Accelerators: Additional equity refreshers for achieving major milestones (e.g., multi-year revenue targets, government contracting wins).

3) Annual Performance Bonus

• Target: 15% – 35% of base salary
• Payout tied to revenue growth, pipeline quality, government contract wins, and public-sector GTM milestones.
• Payout cadence: Annual, with quarterly milestone reviews.

4) Sign-On Bonus

- Optional sign-on to offset transition costs, up to $15,000 – $30,000 depending on candidate needs and equity considerations.

5) Benefits & Perks

• Comprehensive health benefits for employee and dependents.
• 401(k) or equivalent with company match.
• Paid time off, holidays, and flexible PTO.
• Parental leave and family-friendly policies.
• Professional development budget and conference attendance.
• Flexible work arrangements and remote-work stipend.
• Commuter benefits and Maryland-specific incentives as applicable.
• Travel stipend for government-facing duties or regional events.

6) Performance & Growth Incentives

• Quarterly reviews aligning on pipeline, revenue milestones, and government-contract opportunities.
• Long-term incentives aligned with regional expansion and public-sector traction.