Federal GTM

Civic Roundtable•Washington, DC

10d•Hybrid

About The Position

As a founding member of Civic Roundtable’s Partnerships & Federal GTM team, you will work directly with the founders to help define and build our federal growth strategy. This role sits at the intersection of strategy, business development, and company building. You will identify the federal agencies, programs, and mission areas where Civic Roundtable can have the greatest impact, build relationships with senior leaders, and help shape opportunities from early conversation through deployment. You will also bring what you learn back into the company, working across product, deployments, marketing, and leadership to sharpen our positioning, priorities, and approach to the federal market. We’re looking for someone who is intellectually curious, commercially minded, and excited to help build a new federal business from the ground up — especially someone coming from public-sector consulting, government technology, or another complex, mission-driven environment.

Requirements

3–7 years of experience in public-sector consulting, govtech, startups, business development, government, or a related field
Experience working with federal agencies or on complex public-sector problems
A track record of owning complex projects, client relationships, workstreams, or business opportunities from beginning to end
Comfort synthesizing messy information into a clear recommendation or action plan
Experience presenting to senior executives and translating complex ideas into compelling stories
Strong judgment, analytical ability, and the ability to independently drive work forward
Experience with government technology sales, federal procurement, contracting, or business development is helpful, but not required. We’re especially interested in people who have built strong problem-solving and client skills in consulting or government and are excited to apply them in a fast-moving startup environment.

Nice To Haves

Love taking complicated problems and organizations and quickly figuring out how they work
Energized by building something from scratch rather than inheriting an established playbook
Can move fluidly between structured strategic thinking and hands-on execution
Build credibility quickly with senior stakeholders and are comfortable leading customer conversations
Have strong commercial instincts and enjoy turning promising conversations into concrete action
Persistent, organized, and comfortable owning multiple opportunities at once
Communicate exceptionally well, both in writing and in person
Care about improving how government serves communities

Responsibilities

Build and Execute Federal Account Strategies: Identify the federal agencies, offices, programs, and mission areas where Civic Roundtable is best positioned to win. Research organizational structures, leadership priorities, funding streams, existing technology, and procurement pathways to develop practical account plans. Prioritize where the team should spend its time and identify the specific stakeholders and actions most likely to unlock an opportunity. Translate broad federal priorities into concrete use cases for Civic Roundtable.
Create and Advance New Business: Develop relationships with federal executives, program leaders, technology teams, acquisition stakeholders, and other prospective customers. Lead introductory meetings, discovery sessions, and product demonstrations. Ask the right questions to understand customer pain points, urgency, decision-making processes, budgets, and buying paths. Qualify opportunities and maintain clear plans for advancing them from initial conversation through evaluation and procurement. Work closely with founders on high-priority opportunities while increasingly owning customer relationships directly.
Turn Opportunities Into Deployments: Help prospective customers define the right initial use case, deployment model, scope, and success criteria. Develop compelling proposals, presentations, follow-up materials, and other content that moves opportunities forward. Navigate federal procurement pathways and coordinate with internal and external partners to overcome barriers to purchase. Maintain momentum across longer government buying cycles with disciplined follow-up and strong stakeholder management. Look for opportunities to expand successful federal deployments into new programs, offices, or use cases.
Help Build Our Federal GTM Machine: Create lightweight systems for tracking accounts, opportunities, stakeholders, procurement paths, and next steps. Develop playbooks and templates that make our federal go-to-market motion more repeatable. Bring lessons from customer conversations back to product, deployments, marketing, and leadership. Help sharpen our federal messaging, demos, positioning, packaging, and market strategy as we learn what resonates.