Head of U.S. Federal Go-to-Market

This is a fully remote position, open to applicants in District of Columbia, +2 more states.

📋 Description

• Lead the federal growth strategy, including new business initiatives, customer expansion, pipeline development, and revenue execution across the Department of War, Intelligence Community, and Federal Civilian agencies.

• Foster and sustain trusted relationships with government stakeholders, mission owners, program executives, and strategic customers through ongoing, direct engagement.

• Convert Arango's FedRAMP High roadmap and secure deployment capabilities into unique opportunities within defense, intelligence, and civilian sectors.

• Enhance existing federal customer deployments, partnerships, and strategic opportunities while identifying adjacent mission areas and new programs.

• Formulate acquisition strategies, navigate government contracting vehicles and funding cycles, and actively drive complex opportunities to contract award.

• Strengthen partnerships with federal primes, systems integrators, distributors, and strategic technology partners to generate pipeline and accelerate growth.

• Implement rigorous MEDDPICC qualification, strategic account planning, deal execution, forecasting, and cross-functional accountability.

• Create a repeatable federal go-to-market operating model, collaborating with Sales Engineering, Product, Marketing, and Customer Success while preparing the team for future scaling.

• Report directly to the Chief Revenue Officer.

⛳️ Requirements

• 12+ years of experience in enterprise technology sales, with a proven record of achievement in the U.S. Federal Government.

• Demonstrated experience in inheriting, building, or scaling a federal business with direct revenue responsibilities.

• Established relationships and experience within the Department of War, Intelligence Community, and/or Federal Civilian agencies.

• Proven history of personally leading complex federal sales cycles, engaging with mission stakeholders, and closing substantial opportunities.

• In-depth knowledge of federal procurement, funding mechanisms, capture strategies, and contracting vehicles.

• Experience in selling enterprise infrastructure, data platforms, cloud services, AI/ML, cybersecurity, or other mission-critical technologies.

• Familiarity with FedRAMP, secure and classified environments, and federal compliance requirements.

• Proven success in leveraging federal prime contractors, systems integrators, resellers, and distributors.

• Strong operational discipline, executive presence, customer-centric focus, and commitment to being actively involved in strategic opportunities.

• U.S. citizenship is mandatory.

• An active U.S. government security clearance is required; TS/SCI clearance is preferred.

• Regular engagement with customers, partners, and federal entities on-site is required.

• Preference for candidates located in Washington, DC / Northern Virginia area.

🏝️ Benefits

• Contributing to innovative AI and data infrastructure.

• Collaborating with skilled engineers, marketers, and product leaders.

• Playing a key role in shaping how enterprises develop AI-powered applications.