Federal Growth Lead, Air Force/Space Force

Sitreps • Washington, DC

3d • $200,000 - $250,000 • Remote

About The Position

The Federal Growth Lead will own the full sales cycle across the Department of the Air Force, covering both the Air Force and Space Force. The role involves opening new relationships within AFLCMC and its program offices, advancing opportunities through demonstrations, procurement, and close, and building a repeatable sales motion across major commands and installations. The position requires understanding Air Force purchasing pathways, including Other Transaction (OT) pathways and traditional program-of-record channels, and earning trust with program offices, contracting officers, and installation staff.

The client is a venture-backed software company modernizing legacy systems used by federal agencies with AI-native software. Its systems are live across federal civilian agencies and within the Department of War. The company has teams in New York and Washington, DC.

The preferred locations are New York or Washington, DC, but candidates anywhere in the U.S. may be considered remotely. Travel is about 40% for candidates based in New York City or Washington, DC, and 50% or more for remote candidates. Compensation is $200,000–$250,000 base, plus commission and equity.

Requirements

• Deep experience in or with the Air Force or Space Force, whether in uniform, as a civilian, or selling into it.
• A record of building accounts from zero and closing complex, multi-stakeholder deals against a quota.
• Fluency with Air Force and Space Force major programs, procurement vehicles, and buying cycles.
• Willingness to work as an individual contributor, prospecting, carrying an ambitious number, and owning deals from first call through transition into 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 preferred.
• Existing relationships within AFMC, SSC, or a specific major command.
• Experience with an Air Force or Space Force software factory, such as Kessel Run or Platform One, or selling quality-of-life, base services, or enterprise IT modernization programs.

Responsibilities

• Own the Air Force and Space Force sales cycle end to end, from outbound prospecting through demonstrations, proposals, negotiation, and close.
• Build strategic account plans and establish a repeatable sales motion across AFMC and other major commands and installations.
• Navigate Air Force and Space Force procurement pathways, including OT awards, GSA MAS, IDIQs, BPAs, and installation-level task orders.
• Build direct relationships within AFLCMC, installation leadership, and contracting officers across Air Force and Space Force bases.
• Lead discovery sessions and in-person product demonstrations tailored to Air Force and Space Force workflows without sales engineering support.
• Partner with proposal, capture, and design teams on solicitation responses and pricing.
• Represent the company at Air Force and Space Force industry days and conferences.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed