It’s Our People Who Make Us: Serving the Community Through Sales

When McKay Johnson came to Avolve Software in early 2024 as a Director of Sales, he brought with him a wealth of experience in software sales. Joining Avolve also marked his return to his roots in the GovTech industry.  

“I've been selling software for about 15 years now,” McKay shared, noting that he worked across HR Tech for years but started his career in GovTech. 

With experience that spans both the public and private sectors, McKay brings a broad perspective to his role. “There are some unique challenges working with governments, but it's a space where people are very open, friendly and willing to engage,” he said. 

In his role as Director of Sales, McKay leads the Avolve's sales team that covers the South and Eastern US. In the day-to-day of his role, he works alongside sales representatives, Avolve’s customers, and our solution partners to drive company growth and success. 

“Sales plays a pivotal role in the success of any company,” McKay explained. “We are on the front lines, enabling our company to grow by expanding the use of our software across the sector. Our job is to ensure that the product is matched to the needs of the customer to solve their pain points, which makes it really exciting to be in sales.” 

When asked about what he appreciates most about Avolve, McKay's answer echoes the sentiment of many of his colleagues: the people. “The thing that I love the most about Avolve, and I know this can be kind of cliché, but I legitimately enjoy the people that I work with,” he said. “There's a drive to provide the absolute best solution for our customers, and I think that matters.” 

McKay finds particular fulfillment in the GovTech sector, appreciating the deeper, more meaningful conversations that come with serving communities. “It's not just straightforward ROI, which is of course important,” he explained. “But it's also about how we're creating a better experience for the community.” 

As a Director of Sales, mentorship is an integral part of McKay’s role. “In my role as a sales leader, mentorship is so much of what I get to do, and I believe I have a responsibility to do. It’s the role of a sales leader to provide ongoing guidance and coaching,” he shared. “I really enjoy sitting down together, talking through challenges, strategizing, and figuring out how we can solve problems. That's been fun and rewarding.” 

Unsurprisingly for a sales professional, part of what most energizes McKay is interacting with clients. “I get a lot of energy engaging with clients,” he said. “Connecting with them is really what motivates me. Whether that's over Zoom or, if I can get on the road and get in front of people, that's what I love the most.” 

For those considering a career in the GovTech sector, McKay offers valuable advice: “Learn how to celebrate the small wins. Your deal cycles are often going to be longer. They're going to be slower. So, you have to learn how to celebrate all of the different milestone wins along the way that accumulate to overall success.” On his team, that often looks like celebrating a great demo, or successful client call.  

As he looks to support Avolve in our future growth, McKay says he’s excited for the challenges and opportunities ahead. “It’s exciting and fun to help jurisdictions and sign them as a customer,” he said.  For McKay, his role at Avolve isn't just about selling software – it's about making a difference in communities and helping local governments serve their citizens better. “At the end of the day, the important role we play is about serving the community.”