Head of Sales

About the role

You will own a specific vertical within the government contracting ecosystem end to end, carrying full responsibility for hitting a defined quota. You will personally close six- and seven-figure deals with executives such as VPs of Business Development, Capture Managers, Proposal Directors, and BD leaders at prime contractors and large federal vendors. You will prospect deeply into target accounts, run precise discovery, and anchor every conversation to business value rather than feature lists. As a player-coach, you will spend the majority of your time selling while simultaneously building the future sales organization by hiring, coaching, and developing Account Executives. You will leverage the GovSignals platform live in front of prospects, using real solicitations to generate market research, a basis of estimate, clause reviews, and first-draft proposal packages during the sales cycle. You will develop and own deep vertical market knowledge, including the key primes, the recompete calendar, teaming dynamics, and competitive positioning to sharpen account prioritization and messaging.

Key facts

What you'll do

• Own a vertical quota and personally close six- and seven-figure deals with VPs of Business Development, Capture Managers, Proposal Directors, and growth leaders at federal contractors, defense primes, AEC firms, and SLED vendors.
• Build and manage pipeline end to end, including prospecting into target accounts, running discovery, and working industry days and conferences where government contractors gather.
• Run GovSignals on a prospect's live solicitation during the sales process so their team sees the platform produce a complete proposal package against a real opportunity they are actively pursuing.
• Develop vertical-specific market knowledge, including the key primes, the recompete calendar, the teaming dynamics, and the competitive landscape, and use this insight to sharpen positioning and prioritize accounts.
• Hire and develop Account Executives as the vertical scales, taking ownership of their ramp, coaching, and quota performance.
• Prospect into target accounts by identifying in-market contractors and engaging the growth side of their organizations directly.
• Conduct discovery calls that uncover critical business needs and map stakeholder decision-making units within complex federal sales environments.
• Demonstrate the platform in live settings by showing real-time outputs against active solicitations to accelerate buyer confidence and shorten sales cycles.
• Collaborate with product and engineering teams to communicate feedback from frontline selling into the platform roadmap.
• Represent the company at industry events and conferences frequented by government contractors and primes to build awareness and generate pipeline.
• Partner with marketing to create vertical-specific content that supports outbound outreach and thought leadership.
• Maintain rigorous forecasting and pipeline hygiene to ensure accurate revenue predictions and healthy sales throughput.
• Mentor junior sellers on consultative selling techniques, discovery skills, and value-based positioning.
• Track and analyze deal metrics to identify patterns that improve win rates and sales efficiency over time.
• Act as the primary sales leader for the vertical, ensuring that strategic account plans and key account strategies are developed and executed.

Requirements

• You possess a proven track record of closing six- and seven-figure enterprise SaaS deals as an individual contributor in net-new accounts.
• You have built a sales motion from early traction, operating as a founder, first sales hire, or early sales leader at a high-growth startup.
• You sell consultatively, anchoring deals to business value rather than features and focusing on outcomes for the buyer.
• You have established relationships and closed at the executive level with senior buyers in complex sales environments.
• You use AI tools heavily in your own selling and have an understanding of where they are reliable and where they require human oversight.
• You are comfortable working in a compliance-sensitive environment that requires adherence to FedRAMP High and DoD Impact Level 5 standards.
• You can manage a full sales cycle including discovery, needs analysis, proposal support, negotiation, and closing without relying on extensive marketing support.
• You are willing to travel to industry days and conferences where government contractors gather, and to run live platform demos in front of prospects.
• You meet the standard eligibility criteria for working in the United States without sponsorship.

Practical notes

• Hours: Full-time, hybrid (3+ days/week in office).
• Travel: Willingness to travel to industry days and conferences where government contractors gather.
• Visa: Open to candidates who meet standard eligibility criteria to work in the United States without sponsorship.
• Deadlines: Please submit your application through the official channel if you meet the requirements and are prepared to engage in a multi-step hiring process.

The role is designed for a hands-on leader who can execute and scale a high-velocity sales motion in the government contracting sector while mentoring the next layer of sellers on the team. You will work directly with the CRO and the four cofounders who have backgrounds in the Defense Intelligence Agency, the Department of Energy, Palantir, Amazon, federal contractors building for missiles, and state contractors building for prisons. The compensation package includes a competitive base, uncapped commission with OTE between $250,000 and $425,000, meaningful equity, and a benefits package that includes medical coverage. If you have a history of closing large SaaS deals in regulated environments and enjoy selling with AI as a force multiplier, this position is structured to give you ownership of an entire vertical from the ground up.