Federal Sales Lead

Federal Sales Lead - Intelligence and/or DoD - TS/SCI Full-Scope Poly required Location: Hybrid, but must be local to MD, DC, VA and willing to travel to customers (25% - 50%) Citizenship: US Required Clearance Required: TS required for DoD markets.
TS/SCI required for Intelligence markets - with Full-Scope Poly highly desired. Education: BS in Computer Science or Engineering The Role In this role you will be helping a privacy enhancing technology company grow its presence and adoption in the IC and/or DoD segments of the US Government and building on a strong foundation that has been cultivated. We will look to you to drive revenue growth by building upon that initial presence and identify and engage with new entities who are not yet customers. You will work to engage prospects and clients in a group of targeted accounts and be responsible for creating new opportunities, driving deal flow through a defined sales process, managing an accurate forecast, and exceeding established sales objectives. This is a critical strategic selling role and characterized by high activity levels, dynamic communication, active prospect engagement and effective negotiation and closing skills in a complex technology sales environment.
This role and the organizational culture require that you be a team player and self-starter, highly motivated by your ability to win new business and earn. As such you will be required to work and sell in a team environment where collaboration, planning and precise execution will define success or failure. This role is characterized by a demonstrable record of over plan sales achievement, strategic account selling, high activity levels, strong knowledge of the organization's products and services and a firm understanding of the competitive landscape. Team players with extensive experience working in a very fast-paced, growth-oriented, VC-backed startup and a strong desire to earn are ideally suited for this
role. Job description: As an experienced software seller with a proven history of achieving results, you are motivated by your personal success and financial gain. You pride yourself in your ability to identify and develop sales opportunities and establish a rapport and a pathway to building yourself as a trusted advisor. You understand Federal mission enablers and how to engage multiple stakeholders to drive urgency and align with available budgets. Your reputation and integrity are very important to you. Your stamina and work ethic is second to none and you have a winning attitude. You currently hold an active Top Secret security clearance at minimum (TS/SCI CI Poly or FSP highly desirable). Responsibilities:
• Engage qualified prospects and take them through the journey of identifying a fit for

• Provide solutions and negotiating through traditional enterprise sales agreement/contract/procurement obstacles to achieve an ultimate win.

• Align Mission needs and requirements to potential funding and available contract vehicles.

• Demonstrate success in securing unfunded requests and ability to navigate SI/Partner landscape.

• Have knowledge of and manage the contracting and Federal procurement process.

• Work aggressively to develop the adequate sales pipeline needed to achieve or exceed your sales targets and goals.

• Maintain a strong level of pipeline hygiene using

• Work closely with the extended team to ensure a cohesive effort is put forth when demonstrating company products and services and to achieve a technical win.

• Collaborate and innovate as needed to create customer-facing presentations and proposals unique to the prospect and situation.

• Work with sales and marketing leadership to develop a plan to drive company's awareness and demand generation within your targeted account set.

• Work with lead generation resources to ensure smooth handoff of qualified leads, which you will use to help build top-of-funnel sales opportunities.

• Work closely with our engineering and customer success teams to ensure a successful onboarding for new customers.
Skills and Experience Required

• 5+ years' experience and proven track record as software solution sales to the Federal (Intelligence or DoD markets)

• B.S. or higher
• 5+ years supporting federal captures in the Federal / Intelligence market working with solution architects, capture, proposal and other extended team members when necessary.

• Strong communication skills, both written and verbal.
• A willingness to work on a highly collaborative team, think on your feet, and handle live customer calls.

• Desire and ability to learn new technical skills, quickly.

• Familiarity or experience with diverse technical topics including such as privacy enhancing and other security software and associated technologies. Benefits:

• A family-friendly environment that emphasizes work-life balance.

• Flexible working hours; Hybrid

• Unlimited vacation time

• Wellness weeks (company-wide time off)

• Generous paid parental leave policy

• Competitive compensation, including stock options.

• Top-quality medical, dental, and vision insurance

• 401(k) with matching contributions and FSAs