Note: The job is a remote job and is open to candidates in USA. Duncan Solutions, LLC, is a full-service transportation management company that focuses on connecting people, technology, and data to make cities more livable and efficient. The VP, Sales serves as the primary architect of Duncan Solutions' market entry and growth in the photo enforcement and autonomous enforcement sectors, responsible for converting core support services into durable client relationships.
Responsibilities
- Build and maintain a qualified new business pipeline of greater than $15M ARR in the photo enforcement and autonomous enforcement market, sized to support a sustained $2M–$3M incremental ARR annual close rate
- Identify, prioritize, and pursue target opportunities across municipal, county, and state public-sector buyers, applying a deliberate point of view about where Duncan's core support services create durable competitive advantage
- Develop and maintain a market map of relevant agencies, integrators, technology vendors, and consultants — including their procurement rhythms, incumbent relationships, and renewal windows
- Ensure all sales activity is documented in HubSpot at a level of completeness that supports forecast credibility, pipeline review with the CRO, and post-bid debrief learning
- Own the full sales cycle of multi-million-dollar opportunities, from early stakeholder engagement through proposal development and contract execution
- Lead complex public-sector RFP processes, ensuring compliance with stated requirements, adherence to timelines, and disciplined tracking of addendums and updates
- Shape win themes for each pursuit, anchored in Duncan's specific service stack rather than generic capability claims — and pressure-test those themes against the actual evaluation criteria and political conditions of the buying agency
- Deliver post-bid debriefs, including lessons learned and structured feedback to Pricing, Implementation, and CRO leadership to improve subsequent bids
- Lead the transition of executed contracts from sales/implementation to ongoing Account Management, protecting the commercial intent of what was sold
- Meet with elected officials, public safety leaders, transportation enforcement professionals, lobbyists, and other stakeholders to understand opportunity specific priorities and develop win strategies tailored to each opportunity
- Identify the most desirable potential local partners and lobbyists/consultants to maximize competitive positioning for key opportunities — and exercise judgment about when partnership is the right strategy versus when it dilutes Duncan's position
- Develop relationships with industry thought leaders and market influencers in the photo enforcement and autonomous enforcement sector to promote Duncan Solutions' brand and to surface emerging demand signals before they become RFPs
- Serve as a credible executive presence in client and prospect meetings — capable of being the most senior Duncan representative in the room when the deal warrants it
- Make informed decisions about solutions and pricing for each opportunity, grounded in pre-RFP outreach, market research, and a careful assessment of stated requirements — applying Duncan's price-to-win discipline rather than reactive bid-to-win behavior
- Contribute substantively to price-to-win strategies, including the tradeoffs between margin, deal size, strategic value, and reference-account weight
- Negotiate key contract provisions in concert with Legal and CRO leadership, preserving commercial intent through the redline process
- Provide structured commercial input to annual operating plans, including realistic forecasting of close timing, deal mix, and revenue ramp
- Collaborate with Implementation and Account Management leadership to ensure that what is sold is what can be delivered — and that what is delivered protects the renewal
- Contribute to the quarterly CRO operating rhythm — pipeline review, forecast credibility, win/loss review, and forward-quarter risk identification
- Coordinate with Marketing, Communications, and Industry Relations on conference presence, thought-leadership positioning, and prospect facing collateral specific to the photo enforcement and autonomous enforcement market
- Other duties as assigned
Skills
- Proven ability to lead long, complex, multi-stakeholder sales cycles to closure — not as a coordinator, but as the executive accountable for the win
- Deep working knowledge of government procurement processes, including the discipline to read local rules, timelines, and compliance requirements accurately the first time
- Demonstrated ability to engage credibly with elected officials and senior leaders within city, county, and state governments
- Strong business acumen with substantive experience contributing to price-to-win strategies and leading successful contract negotiations
- Proven ability to conduct and interpret market research, FOIA disclosures, and competitive intelligence — and to translate findings into actionable pursuit strategy
- Exceptional written and verbal communication; able to author proposal narrative, deliver executive-level presentations, and represent Duncan in high-stakes client conversations
- Comfort working with HubSpot or comparable CRM at a level of discipline that produces forecast-grade pipeline data, not anecdote
- Willingness to travel on average 25% to engage with prospective clients/partners and attend industry events
- High School Diploma or GED from an accredited institution required
- Minimum 10 years of progressive experience in business-to-government sales, with a demonstrated track record of winning public sector contracts via competitive RFP process (or equivalent senior government leadership experience)
- Bachelor's degree in related industry
Benefits
- Medical, Dental, & Vision Insurance
- Healthcare & Dependent Flexible Spending Accounts (FSA)
- Health Savings Account (HSA) with Employer Contribution
- Company Paid Life and AD&D Insurance
- Company Paid Short- & Long-Term Disability
- Employee Assistance Program (EAP)
- 401(k) with Employer Match (Traditional/Roth/Safe Harbor)
- 10 Company Holidays
- PTO Accrual
- Sick Time Accrual
- Parental Leave
- Jury Duty
- Military Leave
- Bereavement
- Life and AD&D Insurance for Employees/Spouse/Child(ren)
- Critical Illness
- Accident Insurance
- Dependent Care Flexible Spending Account (DCFSA)
Company Overview