Federal Business Development Representative

About the role

This role is responsible for originating and executing the federal sales motion for GovSignals by identifying new opportunities and converting them into revenue. The hire will own the entire sales cycle independently, establishing direct relationships with key stakeholders such as contracting officers and program managers. Success in this position requires the ability to navigate complex federal environments and build trust over extended timelines. The representative will create the sales playbook from scratch rather than following an existing template. They must demonstrate strategic thinking to align GovSignals capabilities with mission needs. This position operates in a highly regulated market requiring strict adherence to government standards. The role demands resilience and self-motivation to drive growth in a competitive landscape.

Key facts

What you'll do

• Assume end-to-end responsibility for sales opportunities, guiding prospects from initial discovery through successful contract award using diligence and precision.
• Conduct in-depth research on federal agencies to map organizational structures and funding mechanisms, then design targeted account strategies that maximize access.
• Leverage industry conferences, government town halls, and public forums as primary channels to meet stakeholders and cultivate long-term professional relationships.
• Master federal acquisition regulations and contracting vehicles to ensure proposals are compliant, competitive, and aligned with customer acquisition pathways.
• Collaborate closely with executive leadership to refine market entry strategies and develop compelling narratives that highlight measurable impact for mission objectives.
• Synthesize field intelligence into concise internal updates that keep stakeholders informed about opportunities, risks, and evolving agency priorities.
• Build a robust professional network within the federal acquisition community through consistent engagement and value-driven interactions.
• Translate complex platform capabilities into clear narratives that resonate with diverse audiences, including technical evaluators and executive sponsors.
• Maintain disciplined opportunity tracking and forecasting to support accurate revenue predictions and strategic decision-making.
• Adapt messaging dynamically based on feedback from stakeholders to ensure relevance and resonance across different acquisition tiers.
• Monitor competitor movements and market shifts to inform proactive adjustments in positioning and strategy.
• Represent GovSignals professionally in all external engagements, reinforcing the brand as a trusted advisor in government technology.

Requirements

• Bring 3 to 7 years of proven experience in federal or defense business development, sales, or capture roles with documented deal history.
• Demonstrate a track record of building new networks from scratch in government contexts without relying on pre-established pipelines.
• Show deep familiarity with federal procurement processes, including FAR, DFARS, and agency-specific acquisition regulations.
• Exhibit strong written and verbal communication skills that convey clarity and credibility in high-stakes government environments.
• Possess a sincere commitment to public sector innovation, national security, and the broader mission of technology serving government needs.
• Display comfort operating within bureaucratic structures while maintaining momentum in long-cycle sales efforts.
• Approach the role with high energy and a bias for action, distinguishing between activity and meaningful progress.
• Maintain integrity and transparency in all interactions with government stakeholders and internal team members.

Nice to have

• Military service background that provides insight into defense culture and operational priorities.
• Previous experience as a federal civilian employee understanding internal government workflows.
• Existing relationships within Department of Defense acquisition communities.
• Familiarity with contract vehicles such as GSA schedules, GWACs, and BPAs.
• Experience selling artificial intelligence or software solutions to federal government buyers.
• A background in government contracting, military service, or the intelligence community.

Practical notes

This role requires hybrid work with a minimum of 3 days per week in the office to ensure effective collaboration and access to federal stakeholders. Travel may be required to attend industry events, client meetings, and government facility visits as needed for business development activities. No specific visa sponsorship information is provided in the source material. The engagement is full-time, and the position operates in alignment with standard federal business hours when interfacing with government customers.

About the role

This position is tasked with establishing the federal sales foundation for GovSignals by identifying and pursuing high-value opportunities. The representative will act as the primary point of contact for prospects throughout the evaluation and award process. They must balance strategic planning with tactical execution to ensure consistent progress against revenue targets. The role requires adaptability in the face of evolving agency needs and procurement landscapes. Success is measured by the ability to convert interest into binding contracts.

Key facts

What you'll do

• Drive the full sales cycle from discovery to contract award with accountability for end-to-end outcomes.
• Research and segment federal agencies to uncover budget authority and decision-making hierarchies.
• Participate in industry events and conferences to expand visibility and generate meaningful conversations.
• Decode federal acquisition rules to position GovSignals effectively within compliant frameworks.
• Work alongside leadership to craft narratives that connect product value to mission outcomes.
• Deliver clear and concise updates to internal teams based on market feedback and opportunity status.
• Establish a proactive outreach strategy to engage stakeholders before formal solicitations occur.
• Translate product demonstrations into tailored experiences that address specific federal use cases.
• Track and analyze pipeline metrics to identify bottlenecks and optimize conversion strategies.
• Adjust engagement tactics based on real-time feedback from government evaluators and influencers.
• Monitor competitive positioning to ensure offers remain compelling in crowded procurement environments.
• Uphold the reputation of GovSignals as a reliable partner for government technology initiatives.

Requirements

• Hold 3-7 years of experience in business development within federal or defense sectors with verifiable results.
• Build networks independently by identifying and accessing new stakeholders and organizations.
• Understand the nuances of federal buying processes, including regulations and vehicle eligibility.
• Communicate effectively through concise written documents and persuasive verbal presentations.
• Show dedication to public service and the impact of technology on government efficiency and security.
• Thrive in ambiguous situations by maintaining focus on long-term objectives and incremental progress.
• Demonstrate high ownership by taking initiative without direct supervision or predefined scripts.
• Commit to ethical practices and transparency in all dealings with government personnel and partners.

Nice to have

• Background in military service providing insight into defense priorities and culture.
• Experience as a former federal employee navigating acquisition processes from inside the government.
• Existing contacts within DoD procurement offices and program management communities.
• Knowledge of contract vehicles including GSA, GWACs, and BPAs.
• Prior experience selling AI-driven or software solutions to federal agencies.
• Formal training or work history in government contracting, military, or intelligence fields.

Practical notes

The role follows a hybrid schedule requiring at least three days in the office each week to facilitate collaboration and access federal stakeholders. Travel may be necessary for conferences, client visits, and government facility engagements. No visa sponsorship details are included in the source material. The position is full-time and aligned with federal business hours for interfacing with government customers.