Sales Development – Government

This is a fully remote position, open to applicants in Washington.

📋 Description

• Conduct research on target federal, state, and local government entities, departments, programs, and stakeholders utilizing AI tools, agents, and automated workflows.

• Connect with prospects through cold calling, email outreach, social media, events, and other outbound strategies.

• Develop an understanding of government use cases such as citizen support, virtual agents, benefits administration, internal workflows, and non-emergency public safety response.

• Execute tailored outreach campaigns that align with agency priorities, procurement environments, and specific use cases.

• Leverage AI agents and automated workflows for account research, stakeholder mapping, data enrichment, sequencing, and monitoring signals.

• Track government purchasing signals including budget cycles, policy initiatives, leadership changes, RFP activity, contract awards, and modernization priorities.

• Collaborate with the Government Lead and Account Executive to gather prospect feedback, address objections, consider procurement aspects, and analyze market trends.

• Enhance outreach strategies and AI workflows by utilizing performance metrics and market insights.

• Monitor and report on KPIs related to outbound activities, qualified opportunity creation, conversion rates, lead quality, and pipeline contributions.

• Work alongside sales leadership to evaluate results, uncover opportunities, and refine the government outbound strategy.

⛳️ Requirements

• Minimum of 3 years of quota-carrying enterprise sales experience in SaaS or technology sectors.

• Familiarity with AI, generative AI, LLM-based products, or API-driven platforms is preferred.

• Experience engaging with government, public sector, or heavily regulated clients.

• Proficient in navigating RFPs, extended procurement cycles, budget and fiscal-year considerations, and complex legal/security assessments.

• Demonstrated success in closing deals and managing intricate sales processes involving multiple stakeholders, including security, compliance, and legal review teams.

• In-depth knowledge of enterprise and, ideally, government procurement and legal frameworks.

• Capability to expedite deal velocity whenever feasible.

• Proven experience selling technical solutions to product, engineering, or IT leadership.

• Skillful in translating complex technologies into business value for non-technical stakeholders.

• Strong executive presence with the ability to cultivate relationships with senior leadership or agency heads.

• Comfortable working in an early-stage, high-growth environment and developing a playbook for scaling segments.

🏝️ Benefits

• Annual discretionary professional development stipend.

• Annual discretionary stipend for connecting with colleagues through social travel.

• Annual company offsite event.

• Monthly co-working stipend for those not located near a primary hub.

• Global team atmosphere.

• Opportunities for growth beyond immediate roles and responsibilities.