Federal Growth Lead, Fourth Estate
About The Position
The company is a venture-backed software company replacing legacy federal agency systems with modern, AI-native software. Its systems are live across federal civilian agencies and inside the Department of War, and the company has experienced rapid revenue growth. It has teams in New York and Washington, DC. The Federal Growth Lead will own the full sales cycle across Fourth Estate agencies and convert the company's early credibility into a repeatable land-and-expand motion. The position focuses on strategic accounts including DLA, DISA, and DFAS, with the opportunity to build a repeatable sales approach across the territory. The role involves navigating agency procurement and authorization processes, building relationships with agency stakeholders, leading discovery and software demonstrations, and partnering with proposal, capture, and design teams on responses and pricing. This is an individual-contributor role suited to someone prepared to prospect, carry an ambitious quota, and manage deals from the first conversation through transition to delivery. The position is based in New York or Washington, DC preferred; remote work anywhere in the U.S. is also considered. Travel is 20–40% for employees based in New York or Washington, DC, and 50% or more for remote employees.
Requirements
- Deep experience in or with Fourth Estate agencies, whether as an agency employee, contractor, or vendor.
- A record of building accounts from zero and closing complex, multi-stakeholder deals against a quota.
- Fluency with defense agency procurement vehicles and enterprise IT buying and authorization cycles.
- Willingness to work as an individual contributor, prospecting, carrying an ambitious quota, and owning deals from first call through transition to delivery.
- Comfort demonstrating software independently and working fluency with tools such as Salesforce.
- U.S. citizenship, due to security and eligibility requirements tied to Department of War contracts.
Nice To Haves
- An active U.S. security clearance; TS/SCI eligibility is preferred.
- Strong existing relationships within DISA, DLA, or DFAS; relationships with other Fourth Estate agencies are also a plus.
- Experience selling enterprise IT modernization, logistics, or shared-services platforms into large, distributed government organizations.
Responsibilities
- Own the full sales cycle, from outbound prospecting through demonstrations, proposals, negotiation, and close.
- Build strategic account plans, prioritizing DLA, DISA, and DFAS, and develop a repeatable approach across the territory.
- Navigate Fourth Estate procurement pathways, including GSA MAS, IDIQs, BPAs, OTAs, and agency-specific task orders.
- Build direct relationships with program offices, IT and infrastructure stakeholders, and contracting officers across Fourth Estate agencies.
- Lead discovery sessions and in-person demonstrations tailored to enterprise and shared-services workflows, without sales engineering support.
- Partner with proposal, capture, and design teams on solicitation responses and pricing.
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What This Job Offers
Job Type
Full-time
Education Level
No Education Listed
