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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in managing complex government sales cycles, developing capture strategies, and building executive relationships within the public sector. Proven ability to lead high-performing sales teams and drive revenue growth through strategic account management and effective negotiation.
Highest-signal resume keywords
15+ Years Selling To The U.S. Government10+ Years Managing High-Performing Sales TeamExperience Running Complex Deals Of $1M+Strong Fluency In Government Acquisition And ProcurementExcellent Executive Communication And Negotiation Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Capture Strategy DevelopmentComplex Deal ManagementRevenue PlanningAccount PrioritizationForecastingProposal ProcessesContract VehiclesPipeline GoalsSales PlaybooksPublic Sector Go-To-Market Processes
Soft Skills
CoachingBuilding CredibilityCustomer ObsessionAccountabilityNegotiation
Industry Keywords
Federal ContractsState ContractsGovernment ProcurementFunding CyclesCompetitive SolicitationsTask OrdersPrime ContractorsSystems IntegratorsSmall-Business PartnersTechnology Providers
About the role
Key responsibilities & impact- Recruit, develop, and lead account executives serving strategic federal, state, or local government accounts
- Set expectations, coach performance, and build a culture of customer obsession, accountability, and consistent execution
- Develop territory coverage, account priorities, pipeline goals, and revenue plans
- Allocate resources, maintain forecasts, and drive achievement of revenue targets
- Build executive relationships with agency leaders and translate mission priorities into AI agent opportunities
- Serve as executive sponsor for strategic accounts
- Coach complex government sales cycles from discovery through contract award
- Mobilize cross-functional support for solution development, business cases, security and legal reviews, pricing, proposals, negotiation, and close
- Develop capture plans and navigate funding, fiscal-year timing, competitive dynamics, and procurement pathways
- Build relationships with prime contractors, systems integrators, resellers, distributors, small-business partners, and technology providers
- Lead partner alignment, deal registration, workshare, and joint go-to-market plans
- Make bid/no-bid recommendations and coordinate compliant, differentiated procurement responses
- Support customer success through deployment, expansion, escalations, and sales-to-delivery handoffs
- Build repeatable public sector go-to-market processes, hiring plans, capture processes, partner strategy, contract-vehicle priorities, and sales playbooks
- Embed AI into account research, outreach, call synthesis, opportunity planning, proposals, and forecasting
Requirements
What you’ll need- 15+ years of selling experience, specifically selling to the U.S. government
- 10+ years managing, mentoring, and developing a high-performing enterprise sales team
- Experience running and managing end-to-end complex deals of $1M+
- Strong fluency in government acquisition and procurement, including funding and budget cycles, competitive solicitations, proposal processes, task orders, and Federal or state contract vehicles
- Experience developing and executing capture strategies before solicitation release
- Strong network with government technology partners, including prime contractors, systems integrators, resellers, distributors, and small-business teaming partners
- Ability to select and execute direct, channel, prime/subcontractor, and teaming models
- Ability to build credibility with agency executives, program leaders, contracting and procurement officials, security teams, and technical stakeholders
- Excellent executive communication, negotiation, account planning, and forecasting skills
- Passion for public sector work
- Comfort operating with high ownership in an early-stage business
Benefits
Comp & perks- Flexible (unlimited) paid time off
- Medical, dental, and vision benefits for you and your family
- Life insurance and disability benefits
- Retirement plan dependent on country of employment
- Parental leave
- Fertility and family building benefits through Carrot
- Lunch, snacks, and coffee
- Discretionary benefit stipend
- Free alphorn lessons
- Equity plans for eligible full-time employees