Deployment Strategist - DHS/DOJ

Responsibilities

• Own a multi-million-dollar annual revenue quota across the full sales lifecycle, from opportunity identification and requirements shaping through contract award and revenue recognition.
• Draft white papers, lead complex proposals, architect deal structures, and navigate federal civilian contracting vehicles, including OTAs, GSA Schedules, and IDIQs.
• Lead the transition of pilots and prototypes into full-scale enterprise deployments, coordinating Engagement Managers, Technical Program Managers, Engineers, and Product teams.
• Serve as the primary customer contact and ensure deployed capabilities achieve mission success and scale.
• Develop long-term account strategies, drive renewals and expansions, secure follow-on funding, and expand component deployments into department-wide standards.
• Co-design agentic AI workflows with technical teams and end users, translating customer needs into buildable technical requirements.
• Manage and negotiate with Tier 1 systems integrators and federal primes, including subcontracting and teaming agreements.

Requirements

• 10+ years of complex enterprise IT sales or business development experience within DHS, DOJ, or the broader federal law enforcement and homeland security market.
• Track record of closing and implementing multi-year deals exceeding $25 million and securing funded budget line items.
• Deep knowledge of DHS and DOJ modernization priorities, including AI/ML, computer vision, biometrics, screening and vetting, investigative analytics, or case management.
• Experience transitioning technology from prototypes or demonstrations to deployed capabilities within a major component program office.
• Existing senior relationships across DHS and DOJ components and their CIO and enterprise IT organizations, plus contacts at major federal integrators.
• Active Secret clearance strongly preferred; TS/SCI and existing component suitability are a plus.
• Bachelor's degree required; technical degree or MBA preferred.
• Based in the National Capital Region and able to work from the Washington, DC office 2–3 days per week.
• Ability to travel 20–30% of the time.
• Technical credibility sufficient to explain concepts such as RAG and agentic reasoning to technical evaluators.

Compensation and Benefits

• Base salary: $176,800–$221,000 USD.
• Eligible for sales commissions.
• Compensation may include equity, comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, generous paid time off, and potentially a commuter stipend.