Head of Federal Sales
M
ManifestCybersecurity
Remote-USFull-TimeManager
SalaryBase Salary: $190,000 - $200,000; Variable Compensation: $200,000; On-Target Earnings: $390,000 - $400,000
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Job Details
- Experience
- 10+ years of experience selling into the U.S. federal government, 5+ years of experience leading Federal sales teams
- Required Skills
- CybersecurityCRMSaaS
Requirements
- 10+ years of experience selling into the U.S. federal government (DoW and/or civilian agencies).
- 5+ years of experience leading federal sales teams.
- Proven track record of building pipeline and closing federal deals ($100K–$1M+).
- Experience building or scaling a federal sales function in a startup or high-growth company.
- Deep understanding of federal procurement processes, appropriations cycles, and acquisition pathways.
- Experience with federal contract vehicles (e.g., GSA schedules, IDIQs, GWACs, BPAs, OTA).
- Existing network of relationships across DoW, intelligence community, and federal civilian agencies.
- Proven ability to build and leverage partner ecosystems (integrators, resellers, prime contractors).
- Experience navigating federal security and compliance frameworks (FedRAMP, NIST, CMMC, ATO).
- Strong consultative, solution-based selling skills.
Responsibilities
- Carry and close a meaningful federal quota (1M+) while building a scalable federal revenue engine.
- Own and advance an existing pipeline across DoW, civilian agencies, and the intelligence community.
- Define and execute the federal go-to-market strategy, agency prioritization, and account planning.
- Develop and lead program capture strategies, including shaping opportunities pre-RFP.
- Serve as a hands-on mentor and technical thought leader for federal sales staff.
- Build and maintain relationships with senior federal stakeholders, including CISOs and agency executives.
- Partner with Product, Engineering, and Marketing to align on federal requirements and compliance.
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