Federal Sales Lead

Cobot•Washington, DC

19d•Remote

About The Position

The Federal Sales Lead will enhance and scale Cobot’s presence in the U.S. Government market, identifying and securing opportunities tied to federal modernization and defense manufacturing initiatives. This role will build relationships across agencies, contractors, and political stakeholders while navigating the complex procurement and budget landscape. The ideal candidate has experience selling technology solutions into federal or defense environments, ideally within a startup context, and understands how to position emerging technology within government programs. Success in this role will lay the foundation for a long-term government business at Cobot. Join us to reimagine the future of human-robot interaction. Collaborative Robotics is a team of innovators and builders redefining the future of human-robot interaction. We are working to realize a world where robots are a trusted extension of your surroundings. They work, adapt, and react around you. Not the other way around. This role is located remotely in the DMV area (Washington D.C., Maryland, Virginia).

Requirements

7+ years of experience in government sales and business development.
Strong experience selling into the federal government — ideally within the Department of Defense or adjacent defense ecosystems — with a demonstrated track record of securing material federal contracts in long-cycle procurement environments.
Deep understanding of the federal budget, appropriations, and contracting landscape, including how funding moves from authorization through award.
Experience building or scaling a government sales motion within a high-growth, venture-backed, or dual-use technology company.
Proven success in working through long sales cycles that involve multiple decision-makers and perceived risk aversion.
Executive presence and strategic judgment; able to build customer trust quickly (especially in virtual first meetings) while operating independently and aligning closely with senior leadership.
Highly motivated teammate with excellent oral and written communication skills.
Enjoy working in a fast paced, collaborative and dynamic start-up environment as part of a small team.
Willing to occasionally travel.
Must have and maintain US work authorization.

Nice To Haves

Military background strongly preferred, or equivalent embedded credibility within the defense community.
Established network across defense stakeholders (e.g., program offices, primes, innovation units, congressional staff) with the credibility to access senior decision-makers.
Experience helping stand up or scale a dedicated federal business unit within a high-growth or dual-use technology company.
Direct exposure to defense modernization initiatives (e.g., manufacturing, armaments, logistics, industrial base resilience) and familiarity with common federal contracting pathways (OTAs, IDIQs, SBIR/STTR, consortium-based models).
Established relationships within the broader defense ecosystem, including prime contractors, innovation units, venture-backed defense technology firms, or congressional stakeholders.
Active or prior security clearance.

Responsibilities

Enhance and lead Cobot’s federal go-to-market strategy, positioning the company to capture Department of Defense and related modernization funding opportunities.
Establish and cultivate relationships across the federal defense ecosystem — including DoD stakeholders, congressional offices, program managers, primes, and innovation units — to ensure we are in the right conversations early.
Navigate the federal budgetary and appropriations landscape, identifying viable funding pathways and aligning Cobot’s capabilities to active modernization priorities.
Develop a structured motion to pursue and win government contracts, integrating closely with internal sales leaders and external relationship networks (e.g., GC, MVP, strategic advisors).
Shape and execute complex federal sales cycles from initial engagement through award, maintaining deal momentum despite extended procurement timelines.
Advise executive leadership on whether and how to stand up a more formalized government business unit as traction builds.
Serve as the internal authority on federal sales strategy, educating the broader organization on how to effectively compete and win in the defense sector.