Federal Growth Lead, DoW

Responsibilities

• Own the full Department of War sales cycle end to end, from outbound prospecting through demos, proposals, negotiation, and close.
• Build and execute a Department of War go-to-market strategy across military service branches.
• Navigate defense procurement pathways, including OTAs, BAAs, SBIR/STTR, and service-specific task orders.
• Build relationships with program offices, contracting officers, and installation staff across the military branches.
• Lead discovery sessions and in-person product demos tailored to defense workflows, independently of sales engineering support.
• Partner with Proposal & Capture and Design on solicitation responses, including positioning, requirements mapping, and project management.
• Help internal teams understand the needs of troops and their families and the mission of delivering modern, trustworthy government technology.

Requirements

• 10+ years of experience in sales or growth roles, with a significant majority spent selling into the Department of War or broader military services.
• Full-cycle enterprise sales experience, including closing complex, multi-stakeholder deals.
• Track record of closing large deals.
• Fluency navigating defense procurement vehicles and buying cycles.
• Comfort demoing software independently without sales engineering support.
• Proficiency with Salesforce, Outreach, Gong, LinkedIn, and ZoomInfo.
• U.S. citizenship.

Nice-to-Haves

• Current or former security clearance.
• Existing relationships within specific service branches or the Office of the Secretary of Defense.
• Experience working with OTA consortiums such as NSTXL and Tradewinds.

Benefits and Compensation

• Fully covered employee medical, dental, and vision insurance, with full dependent coverage.
• $100,000 in fully paid life insurance.
• FSA and Dependent Care FSA.
• One Medical membership.
• Fertility and family-building support through Carrot.
• 401(k) with a 2% company match.
• Fully paid parental leave: 16 weeks for birthing parents and 10 weeks for non-birthing parents.
• Unlimited PTO with a two-week minimum.
• Federal holidays and a company-wide winter break.
• Company offsites.
• Home office or desk setup stipend, commuter benefit, expensed office lunches, and company-provided laptop.
• Covered gym membership or fitness reimbursement for remote employees.
• Monthly utility stipend and professional development, recreation, and pet care stipends.