Product Sales Lead – Federal Government Market

Description

• Act as the company’s PerseusTM product sales champion for the federal government market.
• Conduct lead generation activities through cold calling into FEDCIV and Defense agencies to set Chainbridge up to pitch/demo and sell Perseus. This is one of the initial and most important functions of the role.
• Work with product management, product engineering, domain SMEs, and marketing to shape the offering and its positioning for federal agencies.
• Establish and drive pipeline, bookings, expansion and renewal within the federal government market.
• Ensure the sales motion and product definition align with federal procurement rules, contract vehicles, compliance (e.g., FedRAMP, FAR/DFARS), and mission-centric buyer needs.

Key Responsibilities

• Develop and execute the go-to-market (GTM) strategy for the SaaS product in the federal government market: define target agencies, segments, buyer personas, funding cycles, contract vehicles (e.g., GSA schedules, IDIQs, OTA), partner ecosystems and competitive positioning.
• Influence roadmap and packaging of the SaaS offering to align with federal mission-needs, security/compliance demands (e.g., FedRAMP, IL2/IL4/IL5, CMMC), budget cycles and procurement flows.

• Own sales targets for the federal government segment: new business, renewals, expansion/upsell.
• Identify, qualify and drive high-value deals with federal agencies, system integrators, and channel partners.
• Work hand-in-glove with company executives, solution engineers and domain experts to ensure the product is sold effectively and tailored to the federal buyers’ environment.

• Serve as a product evangelist for federal buyers, translate technical product capabilities into compelling business and mission value messaging for federal stakeholders (including mission security organizations, CIOs, program managers, and acquisition managers).
• Provide feedback from the field into product management about feature priorities, use-cases, competitive threats and mission-specific requirements.

• Develop and oversee sales enablement materials specific to the federal government market: agency use-cases, procurement/contracting cheat sheets, talking points around compliance, security, and competitive battlecards.
• Train and support sales, partner teams on positioning the offering for federal buyers.

• Possess a deep understanding of federal procurement mechanisms (FAR/DFARS, GSA, IDIQs, OTAs, BPAs), funding cycles, acquisition influences and how SaaS transactions are managed in the federal government market.
• Ensure all deals align with compliance standards, and work with legal, contracts, and operations to clear government-specific constraints.

• Define and track key performance indicators (KPIs) for federal SaaS sales: pipeline, bookings, win rate, deal size, average contract length, renewal rate, customer satisfaction/mission impact.
• Forecast revenue for the federal segment, monitor deal progression through stages, and provide regular reporting to leadership.

• Build and manage relationships with federal-focused partners, system integrators, reseller networks and government marketplaces (e.g., Carahsoft, AWS Marketplace, GSA e-commerce, DoD Tradewinds).
• Define partner motions, enable partner sales teams, and co-sell/co-deliver when needed.

• Post-sale, work with customer success and operations to ensure strong adoption, renewal and expansion in the federal account base. Influence product adoption, upsell and lifecycle management.

• Act as a federal market subject matter expert, understand mission drivers, agency budgets, federal digital transformation priorities, and how the SaaS product can align.
• Represent the company in federal events, speak to prospects about how the product can enable mission outcomes.

Skills, Knowledge and Expertise

• Minimum of 8 years of enterprise SaaS sales or go-to-market/product-sales roles, with at least 3-5 years of proven success selling SaaS into U.S. federal government agencies.
• US Citizenship is required
• Demonstrated track record of closing complex, multi-stakeholder federal deals, preferably through contract vehicles such as GSA Schedules, IDIQs, OTAs, BPAs.
• Deep familiarity with federal procurement, acquisition lifecycle, compliance/regulation (FAR, DFARS, FedRAMP, CMMC) and government budgeting/appropriation cycles.
• Strong ability to engage senior federal decision-makers (program managers, CIOs, acquisitions officers) and navigate federal agency stakeholders, systems integrators and the partner ecosystem.
• Expertise in SaaS business models (subscription, multi-year contracts, renewals, expansions), metrics (ARR, churn, pipeline conversion), and go-to-market strategy.
• Excellent verbal and written communication skills with ability to craft messaging for non-technical federal buyers, present to executive audiences, develop collateral and train sales teams.
• Strong cross-functional collaboration skills working with product, marketing, sales, legal/contracts and operations.
• Comfortable working in a fast-paced, high-growth environment, with ability to lead and drive results autonomously.

• Experience with federal marketplaces (e.g., AWS Marketplace, GSA Advantage, resellers) and partner channels (e.g., Carahsoft).
• Experience with SaaS products targeted at public sector/federal mission outcomes (e.g., cybersecurity, cloud, analytics, infrastructure)
• Prior experience developing or influencing product roadmap for federal-use case SaaS solutions.
• Leadership or team-building experience (leading sales/product teams)
• Bachelor’s degree or higher in Business Administration, Marketing, Engineering, Computer Science/Information Technology or related field (or equivalent experience)
• Previously held a clearance or Public Trust with the government and prior experience dealing with classified or sensitive government business (if relevant)