Director of Mid-Market Sales · Govtech SaaS · Systems Builder

Ben
Johnson

Sales systems built for the environments others call too complex.

Leading mid-market go-to-market across Procurement, Budget, Grants, and Marketplace for public sector agencies. Eight AEs. Three territories. Four product lines. One operating principle: understand the actual mechanics, then build something that works reliably.

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8
Account Executives
4
Product Lines
150%
To Quota — FY2024
10+
Years Building GTM

Leading a team that sells
where other playbooks fail.

Government buyers move on compliance timelines, not speed. Procurement officers, finance directors, grants administrators, and school business officials run deals through five stakeholders, two budget cycles, and a procurement process designed to slow things down. Most SaaS playbooks don't survive that environment.

At Euna Solutions, the job is connecting a county's financial planning problem to its sourcing problem, and both to its grants operation. That cross-product lens changes how you prospect, how you run discovery, and how you close. The work is infrastructure as much as it is selling.

Good judgment is not rare.
Consistent execution of it is.

  • Distinctive 01

    AI-Assisted Coaching Infrastructure

    Gong-connected coaching queues, deal review frameworks, and signal-based 1:1 prep tools that give every AE calibrated feedback at scale, without adding overhead to the calendar.

  • Distinctive 02

    Salesforce-Integrated Deal Review

    Live pipeline dashboards, MEDDPICC qualification layers, and scenario-planning tools wired directly into Salesforce so forecast calls are defended with data, not opinions.

  • Distinctive 03

    Signal-Based Outbound Systems

    Clay-enriched, SalesLoft-enrolled prospecting workflows that eliminate manual pre-call research and get AEs in front of the right government contacts before competitors see the signal.

  • Distinctive 04

    GTM Play Architecture

    Formal GTM plays with Sandler cold call scripts, 26-day cadences, and discovery frameworks built per product and segment, designed for AE autonomy with director-level standards.

  • Distinctive 05

    Revenue Operations Alignment

    Territory design, quota modeling, and whitespace analysis bridging the gap between what RevOps sees in the data and what the field actually experiences in the market.

  • Distinctive 06

    Team Building from Scratch

    Recruited, structured, and scaled two sales teams from zero: Ministry Brands' Client Account Executive team (1,500+ deals closed) and Euna's mid-market org across Northeast US, Ohio, and Canada.

The operating
principles that drive it.

"Find the complex environment. Understand what is actually driving buyer behavior. Build a system that works inside those constraints instead of pretending they do not exist."

Ben Johnson — Sales Director, Euna Solutions

  • Incentives Over Features

    If behavior looks irrational, the incentives are misunderstood. Every government buyer has a compliance mandate, a budget cycle, and a career risk calculation. Selling to the feature set misses all three.

  • Systems, Not Heroics

    Repeatable process beats individual brilliance every quarter. The gap between good judgment and consistent execution of good judgment is a systems problem, and systems problems are solvable.

  • First Principles, Always

    Break the problem into its underlying mechanics. Define constraints. Map incentives. Identify failure points. Then engineer the solution that works reliably in that specific environment, not the generic one.

A decade of building
what did not exist yet.

  1. – Present

    Euna Solutions

    Director of Mid-Market Sales

    Leading 8 AEs across Northeast US, Ohio, and Canada selling Procurement, Budget, Grants, and Marketplace to SLED government agencies. Built AI-assisted coaching tools, Salesforce-integrated deal review, and multi-product GTM play architecture from scratch.

    Current Role
  2. –

    Ministry Brands

    Sr. Sales Director

    Created and led the Client Account Executive team from zero. Transitioned SDRs into 12+ full-cycle AEs focused on territory-based expansion. Crossed 1,500+ closed deals and hit 150%+ to quota in 2024. Built the blueprint for vertical expansion that influenced broader GTM strategy.

    150%+ to Quota
  3. –

    SureImpact

    Director of Business Development

    Owned the full GTM function for an early-stage SaaS company in the impact measurement space. Moved the company from founder-led sales to a repeatable revenue engine. Grew MRR 50%+ in under 12 months through structured outbound and segment-specific positioning.

  4. –

    CareGrove

    Director of Growth

    Ran sales, marketing, and growth for an early-stage fintech serving senior care facilities. Generated $250,000+ in revenue and supported $10,000,000+ in total processing volume. Built channel sales strategy in a fragmented market with no prior distribution infrastructure.

  5. –

    Cision

    Account Executive

    Consultative SaaS sales across SMB, Mid-Market, and Enterprise. 100-Club Member Q1, Q2, Q3 2019. Grew account base 117% year over year. Applied Miller Heiman Conceptual Selling methodology to design custom communication strategies aligned to business outcomes.

    100-Club Member 2019

Let's talk systems,
strategy, or sales.

Open to conversations about govtech, AI-assisted sales infrastructure, GTM architecture, or anything that sits at the intersection of operator judgment and systems thinking.

LinkedIn → bjljohnson2012@gmail.com