Note: The job is a remote job and is open to candidates in USA. Concourse is building its federal business and seeks its first Federal Sales Leader to shape federal go-to-market strategy, lead capture and contract vehicle efforts, and build a federal sales team. The role also brings federal buyer needs to product and platform teams.

Responsibilities

• Set our federal go-to-market strategy: pick the agencies to pursue first and the use cases to lead with in each
• Build pipeline ahead of the RFP, work program offices, CIO shops and small business offices before requirements are written
• Run capture on priority pursuits, from shaping RFI responses through meetings, demos, and award
• Own our contract vehicle strategy and decide which vehicles to pursue next
• Build relationships with resellers, primes and integrators where teaming gets us in faster
• Carry the federal pipeline yourself first, then hire and lead our first federal account executives as the pipeline grows
• Bring what federal buyers need (security, hosting, authorization) back to our product and platform teams

Skills

• 10+ years selling technology or services to federal civilian agencies, with closed business you can walk us through
• A services or solutions background: you have sold outcomes to an agency, rather than just one product
• A working network across civilian agency program offices, CIOs and the integrator community
• Capture experience: you know how to shape a requirement, work a contract vehicle, and win a competitive award
• A player-coach: you will sell on day one, with no ramp, and build the team as you go
• High-agency, high-velocity mindset with an exceptional work ethic
• Enthusiasm for AI: you use AI tools to move faster, and you can explain what they make possible to a federal buyer
• US citizen (required for government work)
• 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

Benefits

• Commission
• Equity

Company Overview