Member of GTM Staff - Public Sector

About the role and the company...

We're scaling our sales team to capture a two large market opportunities: replacing legacy software, and building custom software - for both the enterprise and the public sector. We need Members of GTM Staff to own end-to-end complex enterprise deal cycles in our public sector business. This is not a role for someone who needs a playbook handed to them; it requires high agency, near-complete autonomy, and carries substantial revenue generation responsibilities. If successful, you will grow into a Senior Member of GTM Staff role and a path toward leading this business segment for 8090.

We’ve observed an immense amount of innovation happening at the Federal and State levels of the US Government. Agency leadership and day-to-day employees are all incredibly committed to delivering results for the US Taxpayer. That work often involves modernizing legacy systems to save costs and drive efficiencies for their mission, and we know we can help. Our work with the Center for Medicare and Medicaid (CMS) is our most public example of the impact we can have (8090.ai/customer-stories), but we’re just getting started.

Location

On-site Redwood City , Washington DC or Remote*

Responsibilities

• End-to-end deal cycles: prospecting > discovery > business case creation > co-author lightweight product requirements documents > scope with sales engineering/CTO > lead negotiations and execute on contracts > maintain agency leadership relationships as projects go live.
• Building relationships across agencies and the creation of high-quality business cases that clearly articulate problems to solve or opportunities to unlock that have asymmetric upside (ROI) for the organization or agency we are working with.
• Running technical discovery with cross-functional teams (Technical Product Managers, Forward Deployed Engineers, and our customer teams) to assess workflows, cost structures, data maturity, and AI readiness. Support for the product requirement document (PRD) development or legacy system assessment processes that enable us to scope and size deals.
• Execution of complex, seven-figure TCV deals, done in half the time of traditional sales cycles.
• Multi-threaded executive engagement across agency leadership, functional area leadership, COR’s, our Contracting Partners, IT, Transformation, and Finance.
• The development of tools (agents, functioning software) that complement our sales chip (we aspire to run 8090 like a computer) and enable us to run the business at seemingly impossible per-employee efficiency levels.
• Evangelize 8090 through government workshops, events, and analyst engagement.

Required Skills

• A founder-like mindset: high bias for action, persistence, grit, and comfort with ambiguity. You are high-agency: you find the path, you don’t wait for one.
• 5-10 years of public sector sales experience selling large-scale SaaS, data, or AI transformation programs. You do not need to have led teams; you need to have carried a number and beaten it.
• A track record of punching above your weight: you’ve built trusted relationships with executives well senior to your title, and they’ll act as references to that effect.
• A track record of closing seven-figure TCV deals with complex, multi-stakeholder buying processes involving multiple teaming setups.
• Strong deal-craft instincts: pricing conversations, negotiation, and creative deal structures don’t scare you.
• Working fluency in AI/LLM concepts and the SDLC. You are a full-stack sales person and want to build.
• Eager to roll up your sleeves, get involved in the details, work hard, and build something great.

Expected compensation (US-based employees)

$175K-$250K annual salary + stock and/or stock option awards + benefits+ commission. We offer competitive pay and benefits. Compensation may vary depending on many individualized factors, including location, job-related knowledge, skills, and experience. Details of the compensation package, including benefits (medical, dental, vision, 401K, …), will be provided if and when a candidate receives an offer of employment.

Employment Eligibility

This position is only open to candidates who can provide sufficient documentation establishing employment eligibility in the United States of America and to provide satisfactory proof of your identity as required by U.S. law. A further condition of your employment is satisfactory completion of a credit and/or criminal background check.

Equal Opportunity Statement

8090 is an Equal Opportunity employer. All qualified applicants will be considered for employment without regard to any factor, including veteran status and disability status, protected by applicable federal, state, or local laws.