Head of Federal Sales

About Manifest Manifest is on a mission to secure the global software and AI supply chain. Our platform automates the discovery and analysis of risks across internally built and third-party software and AI systems, giving security, product, and engineering teams complete visibility into the components and dependencies that make up their technology stack. From product security and AI risk to supplier risk and compliance, we help teams trust the software and AI they build and buy. Founded by alumni from the Department of Defense, CISA, and Palantir, Manifest is backed by leading investors including Ensemble VC, First Round Capital, Homebrew, BoxGroup, XYZ Venture Capital, AE Ventures, Leap435, and Overmatch VC. The company partners with the US Air Force, DHS, Global 2000 companies, and critical infrastructure organizations across defense, automotive, and financial services to bring transparency, resilience, and trust to modern digital systems. About the Role We’re at a critical moment in Manifest’s growth. The product is resonating, the market is opening up, and now we need someone who can turn early traction into a repeatable, high-performing federal sales engine. This role is for a specific kind of leader: you have stood up federal sales in ambiguous environments, created a pipeline where none existed, and translated emerging technology into funded government programs. You know what “great” looks like because you’ve built it yourself and are motivated to do it again in a category that is still taking shape. Reporting to the Chief Revenue Officer, you will define how Manifest wins in the federal market, from go-to-market strategy to pipeline creation to team build-out. This is a player-coach role where you will personally own and close significant federal deals while building the systems, partnerships, and team foundation required to scale federal revenue. You will directly manage a Team of Federal Account Executives and work closely with a Sales Engineer who supports both federal and commercial sales. You will inherit an early foundation, including an active pipeline and initial traction across DoW and civilian agencies, and will be responsible for turning it into a durable, multi-year revenue engine. Success in this role requires the ability to create, shape, and advance opportunities well ahead of federal budget cycles and procurement timelines. Please note we anticipate this role will require ~25% travel, depending on customer needs. What You’ll Own Revenue, Pipeline & Deal Execution Carry and close a meaningful federal quota (1M+), while building the foundation for a scalable federal revenue engine Own and advance an existing pipeline while consistently generating new opportunities across DoW, civilian agencies, and the intelligence community Build and maintain strong pipeline coverage relative to quota, balancing near-term wins with long-term program positioning Lead full-cycle deal execution, including prospecting, discovery, technical validation, deal strategy, and close Navigate and drive complex, multi-threaded deals involving multiple stakeholders, funding sources, and approval layers Federal GTM Strategy, Program Capture & Market Access Define and execute Manifest’s federal go-to-market strategy, including agency prioritization, segmentation, and account planning Develop and lead program capture strategies, shaping opportunities pre-RFP and influencing requirements, stakeholders, and budget allocation Build a repeatable federal motion that balances near-term revenue with long-term programmatic growth Own strategy and execution for federal contract vehicles, including GSA schedules, IDIQs, and alternative acquisition pathways Secure positioning within prime contracts, multi-vendor programs, and partner ecosystems Align Manifest’s positioning to federal cybersecurity priorities, including software supply chain security, SBOM requirements, and emerging AI risk frameworks Team Leadership & Operating Cadence Serve as a hands-on mentor and technical thought leader for federal sales staff, leveraging your deep federal expertise to accelerate their development and credibility Act as a hands-on deal leader, stepping into critical opportunities to drive momentum and close Establish strong operating rhythms, including pipeline reviews, forecasting discipline, and performance accountability Executive Engagement & Cross-Functional Leadership Build and maintain relationships with senior federal stakeholders, including CISOs, program leaders, and agency executives Partner cross-functionally with Product, Engineering, and Marketing, to align on federal requirements, compliance, messaging, and product feedback loops Represent Manifest in industry events, conferences, and executive briefings What You Bring 10+ years of experience selling into the U.S. federal government (DoW and/or civilian agencies), 5+ years of experience leading Federal sales teams Proven track record of building pipeline and closing federal deals ($100K–$1M+) Experience building or scaling a federal sales function in a startup or high-growth company, ideally in cybersecurity or enterprise software Experience in software supply chain security, DevSecOps, or AI security Deep understanding of federal procurement processes, appropriations cycles, and acquisition pathways Experience with federal contract vehicles, including GSA schedules, IDIQs, GWACs (e.g., SEWP), BPAs, and alternative acquisition pathways (e.g., OTA) Existing network of relationships across DoW, the intelligence community, and federal civilian agencies Proven ability to build and leverage partner ecosystems, including relationships with integrators, resellers, prime contractors, and technology partners to expand market access and drive federal revenue Experience navigating federal security and compliance frameworks, including FedRAMP, NIST, CMMC, and ATO processes Track record of influencing or capturing programs prior to formal procurement Strong consultative, solution-based selling skills and ability to engage senior decision-makers Experience in cybersecurity, SaaS, or other high-trust enterprise technology Strong pipeline discipline and CRM rigor Compensation Base Salary: $190,000 - $200,000 Variable Compensation: $200,000 On-Target Earnings: $390,000 - $400,000 Equity: Meaningful stock options commensurate with experience and role level Benefits Fully remote Unlimited PTO (taken seriously) Medical, dental, and vision insurance — 100% covered for you and your dependents 401(k) and retirement options #J-18808-Ljbffr Manifest