Principal Business Development – US Government (m/f/d)

Maltego•Boston, MA

1d•Remote

About The Position

Maltego is a leading provider of intelligence software used globally by security professionals, investigators, and analysts. Our all-in-one platform empowers users to discover, visualize, and analyze complex relationships in data, enabling faster and more accurate decision-making. Our core products—Search, Graph, Evidence, and Monitor, are trusted by law enforcement, cybersecurity teams, and corporate investigators worldwide. The Principal Business Development - US Government will drive Maltego’s expansion within the U.S. Government market. This role combines strategic and executional business development and program management responsibilities supporting Maltego’s U.S. Federal business. The position requires strong knowledge of Federal contracting and procurement, as well as networking capabilities within this ecosystem.

Requirements

10+ years of experiencein U.S. Federal business development, capture, or related roles within SaaS, data, intelligence, cybersecurity, or investigative technology.
Proventrack recordselling into U.S. Federal agencies, with hands-on experience navigating Federal procurement and acquisition processes.
Strong understanding of Federal contracting mechanismsand experience supporting RFIs, RFPs, and other acquisition activities.
Established networkacross Federal agencies, system integrators, and/or Federal solution partners.
Demonstrated ability to build and progress qualified pipelinealigned to revenue targets.
Experiencein program managementcross-functionallywith product, sales engineering, and partner teams in complex deal environments.
Excellent communication and stakeholder-management skills, with the ability to engage credibly with mission, technical, and contracting audiences.

Responsibilities

Facilitate U.S. Federal GTM Strategy: Conduct market research toidentifypriority agencies, mission areas, and procurement pathways. Helpdefine and detailMaltego’sU.S. Federal Ideal Customer Profiles (ICPs), refine value propositions, and recommend tailored sales plays.
Drive New Business Growth:Identify, qualify, and pursue opportunities across Federal agencies, integrators, and partner ecosystems.
Engage Decision-Makers and Decision-Influencers: Build trusted relationships with contracting officers, program managers, and mission leaders.
Pipeline Development: Create and progress qualifiedpipelinein line with ARR targets and strategic priorities.
Procurement Engagement: Support responses to RFIs, RFPs, and other acquisition processes.
Program Management: Coordinate acrossMaltego’sUS gov teams for the delivery of the US government program and strategic initiatives
Cross-Functional Collaboration: Partner withMaltego’sproduct, sales engineering, and marketing teams to ensure Federal requirements inform GTM campaigns and product roadmaps.
Market Presence: Represent Maltego at Federal industry events, conferences, and forums to raise visibility and credibility.
KPIs: Revenue Retention
New ARR Won– Annual recurring revenue closed from Federal accounts across Maltego.
Pipeline Coverage– Maintain 3–4× ARR target in qualified pipeline.
Number of Qualified Opportunities– Quarterly target for new qualified deals generated.
Partner-Driven Pipeline– Pipeline generated via Federal system integrators,partnersandkey industry stakeholders
Delivery of US Gov key initiatives, per project plan

Benefits

Insights into the daily operations of a fast-growing tech scale-up.
Work with a world-class sales team passionate about growth, learning, and impact.
Competitive compensation with bonus/commission structure based on pipeline creation.
Fully remote U.S. role with opportunities to travel for events and training.
Inclusive, diverse culture, where your voice and contributions matter.
Supported language courses
Mental health support via .nilo (psychologists & digital tools)

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