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Gary Pulford
Executive sales leader specializing in public sector SaaS, public safety, and SLED
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About
National public sector sales leader with deep experience in public safety, broadband, and government modernization deals. Built organizations from the ground up, exceeded quota, maintained strong retention, and led complex partner-driven wins with Microsoft, AWS, and major public agencies including New Orleans, Atlanta, and Hawaii.
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Key Strengths
- Built a national public sector sales organization from zero to $6M against a $6M quota in 2024
- On track for $10M against a $7M quota in 2025
- Strong client retention with no client losses mentioned
- Closed major public sector deals with the City of New Orleans, City of Atlanta, and State of Hawaii
- Effective partner-led selling with Microsoft, AWS, and major GSIs
- Scaled broadband public sector sales to over $500K MRR and $50M+ TCV
- Managed high-volume government opportunity pipeline with 300+ responses and nearly 40% win rate
- Led complex justice modernization deal involving 14 agencies and ARPA funding constraints
- Skilled at shaping RFPs and structuring deals around delivery requirements rather than price
- Hands-on sales leadership and coaching of frontline managers using pipeline, cadence, and deal metrics
Reference Highlights
- very well connected
- built strong partnerships
- managed partnerships across the U.S. market
- instrumental in developing a relationship with a large technology firm
- helped capture several contracts
- secured a state-level contract
- directly contributed to exceeding revenue targets
- very knowledgeable about public sector sales and procurements
- actively contributed to RFP responses
- significantly impacted incorporation of partners into proposal responses
- helped set strategic direction
- understands CRM discipline
- ensures alignment of goals
- holds people accountable
- collaborative with management team
Gary's references speak for themselves. Let us connect you.
Experience
Education
Awards
Skills
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Publications
5 publications
Memberships
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