Head of Federal Sales - Series A RegTech

Overview

A leading open-source intelligence (OSINT) platform is seeking a Federal sales leader with a deep understanding of selling to the U.S. government, a successful track record of scaling Federal go-to-market (GTM) teams, and a passion for delivering mission impact to some of the nation’s most critical Federal agencies.

As Head of Federal Sales, you will be responsible for helping the firm evolve its Federal GTM strategy and operating model, scale a team of high performing Account Executives, and deliver high growth rates across an expanding customer base of intelligence, defense, and federal civilian agencies.

This is a high-impact, strategic role requiring a blend of Federal sales expertise, sales leadership, and hands-on execution. In this role you will lead the daily operations of the Federal sales team, including recruiting, coaching, performance managing, and deal support. Reporting to the Head of GTM, you will also work closely with the Leadership, Customer Success, Product, Marketing, and Partner teams to ensure the firm continues delivering high mission impact to the U.S. government.

There is a strong preference for candidates located in the Washington, D.C. metro area, and the role will require travel to customer sites, company offices in Arlington and New York, and industry events.

Key Responsibilities

● Evolve existing Federal Go-to-Market (GTM) strategy across intelligence, defense, and federal civilian agencies.

● Manage, coach, develop, and support Account Executives to maximize their ability to achieve targets and continually enhance their skillsets.

● Recruit and retain great talent to grow the existing team and allow us to continue scaling.

● Own and grow the Federal sales pipeline, working with the Account Executives across all funnel stages.

● Navigate Federal procurement processes, including FAR, DFARS, ATO, and other regulatory frameworks.

● Work closely with Partnerships to establish or advance activities with resellers, systems integrators, and technology partners.

● Establish or improve access to various contract vehicles, both direct and via partnerships.

● Build and maintain executive-level relationships with key decision-makers and procurement officials across agencies.

● Work cross-functionally with Customer Success, Marketing, Partnerships, and Product to align capabilities, messaging, and customer experience with customer needs and priorities.

● Represent the firm at industry events, conferences, and briefings to drive brand awareness and market positioning.

● Manage and continually evolve the sales processes for scalability, efficiency, and accuracy across pipeline management, forecasting, and deal execution.

Skills, Knowledge & Experience

● 10 years of SaaS / Enterprise Software Sales experience focused on Federal agencies, with at least 5 years managing a Federal GTM team.

● Proven track record of building and leading winning teams, capable of closing multi-million dollar Federal contracts and building and maintaining adequate pipeline coverage.

● Deep knowledge of Federal procurement, budgeting cycles, and contract vehicles (GSA, SEWP, GWACs, BPAs, IDIQs, OTAs, etc.).

● Existing network of contacts across intelligence, defense, and federal civilian agencies and the ability to generate top of funnel opportunities for Account Executives within the team.

● Good understanding of FedRAMP, NIST, CMMC, ATO processes, and cybersecurity compliance frameworks.

● Extensive experience working with systems integrators, channel partners, and public sector resellers.

● Ability to evolve and execute a Federal GTM strategy, balancing long term, thoughtful decisionmaking with rolling up your sleeves to support the team in driving pipeline and closing deals.

● Demonstrated success in an earlier stage, fast-growing SaaS startup environment is preferred.

● Willingness to travel as needed for Federal customer engagements and industry events.

● U.S. Citizenship required; ability to obtain or currently hold a security clearance is a plus.

● Located within the DMV and ability to spend multiple days/week in the office in Arlington a plus.

The firm seeks candidates who aspire to excellence; colleagues who are curious, passionate, and determined to build something innovative. The firm is eager to learn new things and collaborate on projects that aspire to change the way people understand the architecture of global business and its role in shaping society and the environment.