Overview:
Our client is a fast growing cybersecurity startup and they’re actively looking to grow their team! The company is focused on machines that allow enterprises to securely connect, move data, and automate with confidence from anywhere to anywhere. This makes sure that all of the automated communication across clouds, data centers, or even manufacturing shop floors is happening between only trusted machines and helps an organization move past outdated, costly secrets management and reimagine identity and access for machines. Here’s an opportunity to be part of an early, core team in a well-funded, technology startup.
Responsibilities:
1. Drive revenue by identifying and closing new federal opportunities. This includes by sourcing SBIRs and RFPs and fitting into strategic agency initiatives
2. Manage the federal sales lifecycle from opportunity identification to proposal submission and contract award
3. Build and nurture long-term relationships with key federal stakeholders, especially within DoD and Civilian agencies
4. Navigate complex procurement cycles and internal politics with credibility and trust
5. Identify, attend, and track ROI for key federal events and conferences
6. Champion the voice of the customer internally by collaborating with Marketing, Engineering, and Customer Success to shape our federal Go-to-market approach
7. Translate complex technical value propositions into mission-aligned narratives
Qualifications:
8. Customer-obsessed
9. College or university degree in business, public policy, engineering or a related field
10. 7-10 years experience selling complex solutions in the federal space, most of the time in cybersecurity
11. Proven ability to identify, qualify, and pursue SBIRs, RFPs, and other federal funding vehicles
12. Strong understanding of federal procurement, budget cycles, and compliance frameworks
13. Experience managing long, complex sales cycles
14. Proven success operating in early-stage environments (Series A or similar). Embraces the challenges and excitement of early-stage growth
15. Experience receiving a large existing federal pipeline from a previous sales leader or founder and making it your own
16. Excellent communication and storytelling skills. Able to connect technical capabilities to federal mission outcomes
17. Great verbal and written communication skills
18. A high degree of self-awareness and humility, with a track record of collaborative problem-solving in uncertain environments
19. U.S. Citizenship or Greencard required
20. Positive attitude, Always a team player, and respect for our diverse and creative work environment
21. Ability to support a hybrid, in-office/remote work model in Tyson’s Corner, VA