Founding Federal Sales Leader

Concourse

2d•$150,000 - $200,000•Onsite

About The Position

Concourse is hiring its first Federal Sales Leader to build out its existing federal business. The role will establish the federal go-to-market strategy, select target agencies and lead use cases, and determine how to reach buyers. Initially, the leader will personally carry the federal pipeline, then hire and lead the first federal account executives as the pipeline grows. The position also owns capture for priority pursuits, contract vehicle strategy, and relationships with resellers, primes, and integrators. The leader will bring federal buyers’ needs around security, hosting, and authorization back to product and platform teams. This is a full-time role based in the Greater Washington, D.C. area, with regular travel to agency sites and Concourse’s New York office. Compensation consists of base salary, commission, and equity, commensurate with experience.

Requirements

At least 10 years of experience selling technology or services to federal civilian agencies, with closed business the candidate can discuss.
A services or solutions background, with experience selling agency outcomes rather than only a single product.
A working network across civilian agency program offices, CIOs, and the integrator community.
Capture experience, including shaping requirements, working with contract vehicles, and winning competitive awards.
A player-coach approach: able to sell from day one and build the team over time.
High-agency, high-velocity mindset and exceptional work ethic.
Enthusiasm for AI, including using AI tools to work faster and explaining their potential to federal buyers.
U.S. citizenship, required for government work.

Nice To Haves

Experience launching a federal business line at an early-stage company.
Experience selling through government-wide contract vehicles.
Experience with commercial solutions openings, other transaction authority, or SBIR awards.
An active security clearance.

Responsibilities

Set the federal go-to-market strategy, including selecting initial target agencies and use cases.
Build pipeline before RFPs are issued by working with program offices, CIO shops, and small business offices before requirements are written.
Run capture for priority pursuits, from shaping RFI responses through meetings, demonstrations, and award.
Own contract vehicle strategy and determine which vehicles to pursue next.
Build relationships with resellers, primes, and integrators to support teaming and market access.
Personally carry the federal pipeline initially, then hire and lead the first federal account executives as the pipeline grows.
Bring federal buyers’ needs around security, hosting, and authorization to product and platform teams.