Product Sales Lead - Federal Government Market

Job Description

Job Description

Description

We are seeking a seasoned Product Sales Lead with deep experience in selling software-as-a-service (SaaS) solutions across the U.S. federal government market. In this role you will bridge product, sales, and go-to-market functions, owning the product sales strategy and execution for our federal offerings. You will drive growth by aligning product features, positioning, pricing, procurement vehicles, partner ecosystems and sales campaigns tailored to the federal market.

You will:

• Act as the company’s PerseusTM product sales champion for the federal government market.
• Conduct lead generation activities through cold calling into FEDCIV and Defense agencies to set Chainbridge up to pitch/demo and sell Perseus. This is one of the initial and most important functions of the role.
• Work with product management, product engineering, domain SMEs, and marketing to shape the offering and its positioning for federal agencies.
• Establish and drive pipeline, bookings, expansion and renewal within the federal government market.
• Ensure the sales motion and product definition align with federal procurement rules, contract vehicles, compliance (e.g., FedRAMP, FAR/DFARS), and mission-centric buyer needs.

Key Responsibilities

Strategy & Planning

• Develop and execute the go-to-market (GTM) strategy for the SaaS product in the federal government market: define target agencies, segments, buyer personas, funding cycles, contract vehicles (e.g., GSA schedules, IDIQs, OTA), partner ecosystems and competitive positioning.
• Influence roadmap and packaging of the SaaS offering to align with federal mission-needs, security/compliance demands (e.g., FedRAMP, IL2/IL4/IL5, CMMC), budget cycles and procurement flows.

Sales & Revenue Leadership

• Own sales targets for the federal government segment: new business, renewals, expansion/upsell.
• Identify, qualify and drive high-value deals with federal agencies, system integrators, and channel partners.
• Work hand-in-glove with company executives, solution engineers and domain experts to ensure the product is sold effectively and tailored to the federal buyers’ environment.

Product-Sales Alignment

• Serve as a product evangelist for federal buyers, translate technical product capabilities into compelling business and mission value messaging for federal stakeholders (including mission security organizations, CIOs, program managers, and acquisition managers).
• Provide feedback from the field into product management about feature priorities, use-cases, competitive threats and mission-specific requirements.

Enablement & Collateral

• Develop and oversee sales enablement materials specific to the federal government market: agency use-cases, procurement/contracting cheat sheets, talking points around compliance, security, and competitive battlecards.
• Train and support sales, partner teams on positioning the offering for federal buyers.

Procurement & Compliance Navigation

• Possess a deep understanding of federal procurement mechanisms (FAR/DFARS, GSA, IDIQs, OTAs, BPAs), funding cycles, acquisition influences and how SaaS transactions are managed in the federal government market.
• Ensure all deals align with compliance standards, and work with legal, contracts, and operations to clear government-specific constraints.

Metrics, Forecasting & Reporting

• Define and track key performance indicators (KPIs) for federal SaaS sales: pipeline, bookings, win rate, deal size, average contract length, renewal rate, customer satisfaction/mission impact.
• Forecast revenue for the federal segment, monitor deal progression through stages, and provide regular reporting to leadership.

Partner/Channel Development

• Build and manage relationships with federal-focused partners, system integrators, reseller networks and government marketplaces (e.g., Carahsoft, AWS Marketplace, GSA e-commerce, DoD Tradewinds).
• Define partner motions, enable partner sales teams, and co-sell/co-deliver when needed.

Customer Success & Expansion

• Post-sale, work with customer success and operations to ensure strong adoption, renewal and expansion in the federal account base. Influence product adoption, upsell and lifecycle management.

Thought Leadership & Mission Alignment

• Act as a federal market subject matter expert, understand mission drivers, agency budgets, federal digital transformation priorities, and how the SaaS product can align.
• Represent the company in federal events, speak to prospects about how the product can enable mission outcomes.

Skills, Knowledge and Expertise

• Minimum of 8 years of enterprise SaaS sales or go-to-market/product-sales roles, with at least 3-5 years of proven success selling SaaS into U.S. federal government agencies.
• US Citizenship is required
• Demonstrated track record of closing complex, multi-stakeholder federal deals, preferably through contract vehicles such as GSA Schedules, IDIQs, OTAs, BPAs.
• Deep familiarity with federal procurement, acquisition lifecycle, compliance/regulation (FAR, DFARS, FedRAMP, CMMC) and government budgeting/appropriation cycles.
• Strong ability to engage senior federal decision-makers (program managers, CIOs, acquisitions officers) and navigate federal agency stakeholders, systems integrators and the partner ecosystem.
• Expertise in SaaS business models (subscription, multi-year contracts, renewals, expansions), metrics (ARR, churn, pipeline conversion), and go-to-market strategy.
• Excellent verbal and written communication skills with ability to craft messaging for non-technical federal buyers, present to executive audiences, develop collateral and train sales teams.
• Strong cross-functional collaboration skills working with product, marketing, sales, legal/contracts and operations.
• Comfortable working in a fast-paced, high-growth environment, with ability to lead and drive results autonomously.

Preferred Qualifications

• Experience with federal marketplaces (e.g., AWS Marketplace, GSA Advantage, resellers) and partner channels (e.g., Carahsoft).
• Experience with SaaS products targeted at public sector/federal mission outcomes (e.g., cybersecurity, cloud, analytics, infrastructure)
• Prior experience developing or influencing product roadmap for federal-use case SaaS solutions.
• Leadership or team-building experience (leading sales/product teams)
• Bachelor’s degree or higher in Business Administration, Marketing, Engineering, Computer Science/Information Technology or related field (or equivalent experience)
• Previously held a clearance or Public Trust with the government and prior experience dealing with classified or sensitive government business (if relevant)

Physical and Mental Requirements:

• Frequently remain in a stationary position, often standing or sitting for prolonged periods of time looking at a computer screen.
• Require computer camera to be on for all meetings.
• Continuous verbal and written communication with others to exchange information.
• Continuous repetitive movements that may include the wrists, hands, and/or fingers.
• Comprehension- Must continuously be able to understand direction and adhere to established procedures.
• Organization- Must continuously be able to gather and classify information.
• Reasoning and Decision Making- Must continuously use logic to analyze and interpret information and prioritize.