eGain (NASDAQ: EGAN) is the global leader in AI knowledge management platforms for enterprise customer engagement. Trusted by the world’s most customer-centric companies, eGain’s platform combines the power of generative AI with structured, curated enterprise knowledge to deliver accurate, consistent, and compliant answers across every customer touchpoint.
eGain’s customer base is anchored in large enterprises — approximately 90% of our clients have revenues exceeding $1 billion. Within insurance, we have built deep, trusted partnerships with leading carriers including Liberty Mutual, Amica, Achmea, and Country Financial, with growing momentum across P&C and Life segments. This role is an opportunity to build on that foundation and establish eGain as the definitive AI knowledge platform for the global insurance industry.
eGain’s entire AI knowledge platform carries FedRAMP Authorization, enabling rapid procurement and deployment within federal civilian and defense agencies. This certification — rare among AI knowledge management vendors — eliminates one of the most significant barriers to federal adoption and positions eGain for accelerated pipeline conversion across a broad set of agency targets. The platform is already deployed at scale at the IRS and the VA, providing reference-grade proof points for new agency pursuits.
US federal agencies face a unique convergence of forces: surging citizen demand for digital services, chronic knowledge fragmentation across sprawling agency workforces, a generational wave of retirements threatening institutional knowledge, and mounting pressure from the Executive Branch and OMB to modernize AI-driven service delivery — all while operating under strict compliance and security mandates.
eGain’s platform is purpose-built for this environment. FedRAMP-authorized, proven at IRS and VA scale, and capable of delivering measurable improvements in agent accuracy, deflection rates, and citizen satisfaction — eGain is ready to expand its federal footprint significantly. This role is the engine of that expansion: a senior, entrepreneurial GTM leader who can navigate the federal procurement landscape, activate a partner and channel ecosystem, and build eGain’s visibility and credibility across the civilian and defense agency markets.
The secondary SLED opportunity is equally compelling. With an established presence in multiple states and a platform that directly addresses government knowledge management challenges — from tax administration to social services to DMV operations — eGain has the proof points to scale its SLED business materially.
- Own the government sector revenue target — federal new logos, expansion ARR, and overall public sector P&L accountability
- Develop and execute a multi-year GTM strategy for US federal civilian agencies (primary) and SLED (secondary)
- Identify, pursue, and close net-new federal agency accounts, leveraging eGain’s FedRAMP authorization to compress procurement timelines
- Grow and expand existing federal relationships at IRS and VA, deepening platform adoption and expanding use cases
- Build and manage a qualified federal pipeline through agency outreach, partner co-selling, GSA/SEWP procurement vehicles, and event engagement
- Oversee and drive SLED pipeline through state government and education channel partners and direct outreach
- Navigate the full federal procurement lifecycle — from agency budgeting and requirements definition through RFI/RFP response, award, and contract execution
- Leverage and expand eGain’s presence on key government contract vehicles including GSA MAS, NASA SEWP, and other relevant IDIQs
- Work with eGain’s channel partners (e.g., Carahsoft, immixGroup) to ensure eGain is optimally positioned on procurement catalogs and vehicles used by target agencies
- Identify and pursue set-aside and small business subcontracting opportunities that can accelerate penetration of new agencies
- Serve as eGain’s primary public sector voice — an evangelist who builds awareness and credibility with agency CIOs, CTOs, CDOs, and program leaders
- Develop and deliver compelling content and presentations tailored to government audiences: case studies featuring IRS and VA deployments, compliance briefs, AI modernization frameworks
- Represent eGain at key federal technology events: ACT-IAC, AFCEA, Gartner Government, FCW, FedScoop Summit, AWS re:Invent Public Sector, and others
- Engage with government-focused analyst and advisory communities (e.g., Gartner, IDC Government, Forrester, FCW) to build eGain’s category visibility
- Contribute intelligence from agency conversations into eGain’s product roadmap, ensuring the platform continues to address government-specific requirements
- Build and manage a government-focused partner ecosystem that extends eGain’s reach, credibility, and procurement access
- Federal channel partners: Carahsoft Technology, immixGroup (Arrow)
- Cloud & hyperscaler partners: AWS GovCloud, Microsoft Azure Government, Google Public Sector
- Systems integrators with federal practices: Accenture Federal Services, Deloitte Government, Booz Allen Hamilton, SAIC, Leidos, CACI
- Contact center platform partners with federal footprints: NICE CXone, Genesys, Five9
- CRM/service platform partners: Salesforce Government Cloud, ServiceNow for Government
- Develop co-sell motions, joint solution packaging, and agency-specific use case libraries with key partners
- Collaborate with eGain’s marketing team to build a government-specific content and campaign engine
- Define target agency lists and account-based pursuit strategies for top 50+ federal civilian agencies
- Develop government-specific ROI models and business case frameworks grounded in IRS and VA deployment outcomes
- Work closely with Product and Engineering to ensure FedRAMP compliance requirements, FISMA, and government data residency needs are addressed in the platform roadmap
- Partner with Customer Success to ensure IRS and VA deployments are lighthouse references — deeply adopted, measurably successful, and actively promoted
- Recruit and build a dedicated government vertical team as revenue scales
- Provide regular pipeline, forecast, and market intelligence updates to executive leadership and the board
- 10+ years in enterprise software sales, marketing, or GTM leadership, with at least 5 years focused on the US federal government market
- Demonstrated success selling AI, SaaS, cloud, or enterprise infrastructure software solutions to federal civilian agencies
- Deep knowledge of federal IT procurement: GSA MAS, SEWP, IDIQs, BPAs, and the federal budget/appropriations cycle
- Experience building and executing partner-led GTM models with federal channel partners (Carahsoft, immixGroup, or similar) and large systems integrators
- Proven track record of closing complex federal deals ($500K+ ACV) and navigating multi-stakeholder agency procurement processes
- Familiarity with FedRAMP, FISMA, NIST 800-53, and other federal compliance frameworks relevant to cloud software procurement
- Experience with SLED market dynamics and procurement processes as a complement to federal expertise
- Background with AI knowledge management, conversational AI, intelligent automation, or contact center software for government
- Existing senior-level relationships within target federal agencies — particularly civilian agencies with large citizen-facing contact center or knowledge management footprints
- Experience with AWS GovCloud, Microsoft Azure Government, or Google Public Sector partner programs
- Familiarity with federal digital transformation initiatives: the President’s Management Agenda, OMB AI governance guidance, and the Federal Customer Experience (CX) Executive Order
- Experience at or with federal systems integrators (Accenture Federal Services, Deloitte, Booz Allen, SAIC, Leidos) in a co-sell or alliance capacity
- High energy and entrepreneurial mindset — comfortable operating with autonomy and building new programs from the ground up
- Deep credibility and presence with government IT executives — you speak the language of federal CIOs, program managers, and contracting officers
- Strategic thinker who can connect eGain’s platform capabilities to agency mission outcomes and IT modernization priorities
- Builder mentality — excited to design systems, playbooks, and partner programs, not simply inherit them
- Excellent communicator — equally compelling in a congressional briefing, a vendor demo, or a partner QBR
- Data-driven approach to pipeline management, forecasting, and GTM investment decisions
- Collaborative — able to influence across marketing, product, customer success, and partner organizations without formal authority
- FedRAMP Authorization across the entire knowledge platform — a rare and decisive advantage that shortens procurement cycles and opens agency doors
- Proven federal deployment scale — IRS and VA provide reference-grade proof points few AI knowledge vendors can match
- Growing SLED presence — California, Minnesota, New Jersey, Washington, and other states provide additional reference points for state-level expansion
- Direct executive access — report to the CEO with significant strategic latitude to shape eGain’s public sector go-to-market
- A platform built for compliance-intensive environments — eGain’s Trust Layer and governance capabilities directly address federal security, auditability, and accuracy requirements for AI-generated content
- Expanding federal AI tailwinds — Executive Branch mandates for AI adoption in government services create an unprecedented demand environment for eGain’s capabilities
- Strong cross-functional support — dedicated marketing, product, and customer success resources aligned to public sector vertical success
Written test
- Aptitude section – this is a GRE style test (60 minutes or less)
- Functional section – this is a take-home test
Email your resumé to [email protected] with the position title “Go-to-Market Leader, Government Sector” in the email subject.
- The base salary is $200k, plus a commission of up to $75,000
- Stock options
eGain offers competitive compensation including a base salary, performance-based incentive plan, equity participation, and full benefits. Compensation will be commensurate with experience and consistent with the strategic importance of this role to eGain’s growth agenda.
Candidates based in the Washington D.C. metro area are strongly preferred given the concentration of federal agency headquarters and partner relationships in the region. Remote candidates with established federal networks will also be considered. Willingness to travel 30-40% for agency meetings, partner engagements, contract vehicle events, and industry conferences is required.
