Ota Jobs

About The Position

Requirements

• 10+ years of experience selling into the U.S. federal government (DoD and/or civilian agencies)
• 5+ years of experience leading Federal sales teams
• Proven track record of building pipeline and closing federal deals ($100K–$1M+)
• Experience building or scaling a federal sales function in a startup or high-growth company, ideally in cybersecurity or enterprise software
• Experience in software supply chain security, DevSecOps, or AI security
• Deep understanding of federal procurement processes, appropriations cycles, and acquisition pathways
• Experience with federal contract vehicles, including GSA schedules, IDIQs, GWACs (e.g., SEWP), BPAs, and alternative acquisition pathways (e.g., OTA)
• Existing network of relationships across DoD, the intelligence community, and federal civilian agencies
• Proven ability to build and leverage partner ecosystems, including relationships with integrators, resellers, prime contractors, and technology partners to expand market access and drive federal revenue
• Experience navigating federal security and compliance frameworks, including FedRAMP, NIST, CMMC, and ATO processes
• Track record of influencing or capturing programs prior to formal procurement
• Strong consultative, solution-based selling skills and ability to engage senior decision-makers
• Experience in cybersecurity, SaaS, or other high-trust enterprise technology
• Strong pipeline discipline and CRM rigor

Responsibilities

• Define and execute Manifest’s federal go-to-market strategy, including agency prioritization, segmentation, and account planning.
• Develop and lead program capture strategies, shaping opportunities pre-RFP and influencing requirements, stakeholders, and budget allocation.
• Build a repeatable federal motion that balances near-term revenue with long-term programmatic growth.
• Own strategy and execution for federal contract vehicles, including GSA schedules, IDIQs, and alternative acquisition pathways.
• Secure positioning within prime contracts, multi-vendor programs, and partner ecosystems.
• Align Manifest’s positioning to federal cybersecurity priorities, including software supply chain security, SBOM requirements, and emerging AI risk frameworks.
• Serve as a hands-on mentor and technical thought leader for federal sales staff, leveraging deep federal expertise to accelerate their development and credibility.
• Act as a hands-on deal leader, stepping into critical opportunities to drive momentum and close.
• Establish strong operating rhythms, including pipeline reviews, forecasting discipline, and performance accountability.
• Build and maintain relationships with senior federal stakeholders, including CISOs, program leaders, and agency executives.
• Partner cross-functionally with Product, Engineering, and Marketing, to align on federal requirements, compliance, messaging, and product feedback loops.
• Represent Manifest in industry events, conferences, and executive briefings.
• Carry and close a meaningful federal quota (1M+), while building the foundation for a scalable federal revenue engine.
• Own and advance an existing pipeline while consistently generating new opportunities across DoD, civilian agencies, and the intelligence community.
• Build and maintain strong pipeline coverage relative to quota, balancing near-term wins with long-term program positioning.
• Lead full-cycle deal execution, including prospecting, discovery, technical validation, deal strategy, and close.
• Navigate and drive complex, multi-threaded deals involving multiple stakeholders, funding sources, and approval layers.

Benefits

• Fully remote
• Unlimited PTO (taken seriously)
• Medical, dental, and vision insurance — 100% covered for you and your dependents
• 401(k) and retirement options