Product Sales Lead – Federal Government Market

Product Sales Lead – Federal Government Market

Department: Sales

Employment Type: Full Time

Location: Fairfax, VA

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 Perseus
  
  TM product sales champion for the federal government market.
• 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.

• 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.

• 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.

• 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.

• 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 battle cards.
• Train and support sales, partner teams on positioning the offering for federal buyers.

• 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.

• 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.

• 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.

• 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.

• Act as a federal market subject matter expert, understand mission drivers, agency budgets,…