Head of U.S. Federal Go-to-Market

Arango • , DC

1d • $135,000 - $220,000

About The Position

Arango is seeking a Head of U.S. Federal GTM to own and scale its business across the Department of War (DoW), Intelligence Community (IC), and Federal Civilian agencies. This hands-on, customer-centric leadership role translates strategy into execution and revenue. The successful candidate will inherit an established federal go-to-market foundation, deepen customer relationships, develop new opportunities, and advance Arango’s investments in FedRAMP High readiness, secure deployments, and cleared mission environments. The role calls for a leader who can develop strategy, engage mission owners directly, advance strategic opportunities, and navigate complex procurement cycles.

The position is based in the United States, with Washington, DC or Northern Virginia preferred. It reports to the Chief Revenue Officer and requires regular customer, partner, and federal onsite engagement.

Requirements

• 12+ years of enterprise technology sales experience, with demonstrated success in the U.S. Federal Government.
• Proven experience inheriting, building, or scaling a federal business with direct revenue accountability.
• Established relationships and experience across DoW, Intelligence Community, and/or Federal Civilian agencies.
• Demonstrated track record personally leading complex federal sales cycles, engaging mission stakeholders, and closing significant opportunities.
• Deep understanding of federal procurement, funding mechanisms, capture strategies, and contracting vehicles.
• Experience selling enterprise infrastructure, data platforms, cloud, AI/ML, cybersecurity, or other mission-critical technologies.
• Working knowledge of FedRAMP, secure and classified environments, and federal compliance requirements.
• Demonstrated success leveraging federal prime contractors, systems integrators, resellers, and distributors.
• Strong operating discipline, executive presence, customer focus, and willingness to remain directly engaged in strategic opportunities.
• U.S. citizenship required.
• Active U.S. government security clearance required.

Nice To Haves

• Top Secret/Sensitive Compartmented Information (TS/SCI) clearance preferred.

Responsibilities

• Own federal growth strategy, new business, customer expansion, pipeline development, and revenue execution.
• Build and maintain trusted relationships with government stakeholders, mission owners, program executives, and strategic customers through consistent, direct engagement.
• Translate Arango’s FedRAMP High roadmap and secure deployment capabilities into differentiated opportunities across defense, intelligence, and civilian agencies.
• Expand existing federal customer deployments, partnerships, and strategic opportunities while identifying adjacent mission areas and new programs.
• Develop acquisition strategies, navigate government contracting vehicles and funding cycles, and personally advance complex opportunities through contract award.
• Strengthen relationships with federal primes, systems integrators, distributors, and strategic technology partners to create pipeline and accelerate growth.
• Establish disciplined MEDDPICC qualification, strategic account planning, deal execution, forecasting, and cross-functional accountability.
• Build a repeatable federal GTM operating model in collaboration with Sales Engineering, Product, Marketing, and Customer Success, while developing the team for future scale.

What This Job Offers

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