Job Description

Federal Sales Representative - DoD (AF/Space Force)

Clearance: Top Secret security clearance at minimum (TS/SCI CI Poly

or FSP highly desirable)
Salary $150 base plus commission

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 is

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).

What you’ll get to do:

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 requires 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.

Responsibilities

• Engage qualified prospects and take them through the journey of identifying a fit for

• Provide solutions and negotiate through traditional enterprise sale 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 Salesforce.com

• 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.