Employment Type: Full-Time
Level: Senior
Travel: Significant Domestic & International Travel Required
Compensation: Base Salary + Performance-Based Commission/Bonus
Position Overview
We are seeking an experienced Senior Government Sales Executive with a proven background selling sophisticated technology solutions to government, defense, national security, law enforcement, intelligence, public safety, or other public-sector organizations.
This individual will be responsible for identifying, developing, and closing government opportunities involving advanced cyber and technology solutions.
This is not a traditional commercial sales position. The successful candidate must understand how government customers evaluate, procure, approve, budget for, and purchase complex technology.
The position requires significant domestic and international travel to develop government relationships, attend customer meetings, coordinate demonstrations and evaluations, participate in industry events, and support strategic opportunities.
Key Responsibilities
Government Business Development
- Identify and develop new business opportunities within government sector markets.
- Establish and maintain relationships with government agencies and authorized decision-makers.
- Develop relationships with government technology, procurement, operational, and executive stakeholders.
- Identify government programs, initiatives, budgets, and procurement opportunities relevant to company capabilities.
- Develop territory and account strategies for targeted government organizations.
- Build and maintain a qualified government sales pipeline.
- Develop opportunities from initial introduction through procurement and contract execution.
- Maintain long-term relationships with government customers following contract award.
Government Sales & Procurement
- Understand and navigate government procurement processes.
- Monitor and respond to relevant RFPs, RFIs, RFQs, tenders, framework agreements, and other government solicitations.
- Coordinate preparation of technical and commercial proposals.
- Work with internal management, technical teams, finance, and legal personnel to develop compliant responses.
- Understand government budgeting and purchasing cycles.
- Navigate complex and potentially lengthy approval and procurement processes.
- Coordinate contract negotiations and commercial terms.
- Maintain accurate records of opportunities, procurement milestones, customer requirements, and expected award timelines.
- Ensure sales activities comply with applicable company policies and legal and regulatory requirements.
Technical Solution Sales
The successful candidate must be capable of selling complex solutions involving combinations of:
- Cyber intelligence
- AI Data intelligence and analytics
The Sales Executive is not expected to serve as the primary engineer but must possess sufficient technical knowledge to credibly represent sophisticated technology solutions to government customers.
Technical Sales Coordination
- Work closely with systems architects, engineers, cybersecurity personnel, researchers, and product teams.
- Translate government operational requirements into clear internal requirements.
- Coordinate technical demonstrations and customer presentations.
- Organize proof-of-concept and evaluation activities where appropriate.
- Ensure proposed solutions address customer technical and operational requirements.
- Coordinate customer technical questions with appropriate internal specialists.
- Participate in technical and commercial presentations alongside engineering personnel.
- Support customer acceptance and post-sale relationship management when necessary.
Government Relationship Management
The successful candidate will be expected to develop credible, long-term relationships with government stakeholders.
This may include interaction with:
- Government executives and agency leadership
- Program managers
- Procurement and contracting personnel
- Cyber leadership
- IT and infrastructure leadership
- Technical evaluation teams
- Operational personnel
- Defense and national-security stakeholders
- Law-enforcement organizations
- Government systems integrators and approved partners
All customer relationships must be developed and maintained professionally, ethically, transparently, and in accordance with applicable laws, procurement rules, anti-corruption requirements, and company policies.
International Government Sales
International government experience is highly desirable.
Responsibilities may include:
- Developing relationships with authorized foreign-government customers.
- Understanding international government procurement structures.
- Working with approved local partners, distributors, representatives, and systems integrators.
- Coordinating international tenders and government procurement opportunities.
- Participating in government and industry conferences.
- Conducting customer meetings and technology demonstrations internationally.
- Working effectively across different cultures and government structures.
All international sales activities must comply with applicable export-control, sanctions, anti-bribery, anti-corruption, and other legal and regulatory requirements.
Travel Requirements
This position requires significant domestic and international travel.
The successful candidate must:
- Be willing to travel frequently for government customer meetings.
- Be available for international travel when required.
- Possess or be eligible to obtain a valid passport.
- Be comfortable traveling on relatively short notice.
- Attend customer demonstrations, evaluations, conferences, and other strategic meetings.
- Be comfortable conducting business across different countries, cultures, and governmental environments.
Required Qualifications
- 7+ years of government technology sales, government business development, or related public-sector experience preferred.
- Proven experience developing and closing complex government technology opportunities.
- Demonstrated understanding of government procurement and contracting processes.
- Experience working with government decision-makers, procurement organizations, and technical teams.
- Experience selling sophisticated technology solutions.
- Strong understanding of cyber and big data
- Ability to understand and communicate complex technical solutions.
- Demonstrated ability to manage long and complicated sales cycles.
- Strong proposal, presentation, negotiation, and closing skills.
- Excellent written and verbal communication skills.
- Ability to operate independently and take ownership of strategic accounts.
- Strong professional judgment and discretion.
- Willingness and ability to travel extensively.
Preferred Qualifications
Preference will be given to candidates with existing experience selling to one or more of the following:
- National governments
- Defense organizations
- Intelligence or national-security organizations
- Law-enforcement agencies
- Ministries of Interior
- Ministries of Defense
- Public-safety organizations
- Government cyber organizations
- Telecommunications regulators or government telecommunications entities
- Critical-infrastructure organizations
- Government systems integrators
Experience selling internationally to government customers is particularly desirable.
Government Contracting Experience
Experience with one or more of the following is highly desirable:
- Government RFP/RFI/RFQ processes
- Government framework agreements
- Government budgeting and appropriations cycles
- Government contracting vehicles
- Systems integrators and prime contractors
- Proposal development
- Technical evaluations
- Proof-of-concept programs
- Government contract negotiations
- Public-sector compliance requirements
For U.S. government-focused positions, familiarity with federal and state procurement processes, including relevant contracting vehicles and government acquisition procedures, is advantageous.
Compliance & Ethics
The successful candidate must maintain the highest standards of professional conduct.
Government sales activities must comply with applicable:
- Government procurement regulations
- Anti-bribery and anti-corruption laws
- U.S. Foreign Corrupt Practices Act (FCPA), where applicable
- Export-control requirements
- Economic sanctions requirements
- Company compliance policies
- Confidentiality and information-security requirements
The candidate must understand that government business requires strict controls regarding gifts, hospitality, representatives, commissions, intermediaries, and interactions with public officials.
Security & Confidentiality
Because this role may involve sensitive customers, technologies, and business opportunities, the successful candidate must demonstrate exceptional discretion.
The candidate may be required to undergo background screening or obtain applicable security clearances or customer approvals depending upon the position and contracts involved.
Ideal Candidate
We are looking for a government sales professional who understands both technology and the government customer.
The ideal candidate should be able to enter a meeting with government leadership, procurement personnel, cybersecurity professionals, operational teams, or technical evaluators and credibly represent the company.
They must understand that government sales frequently require patience and disciplined opportunity management. A successful opportunity may involve:
Relationship Development → Requirements Identification → Budget Identification → Technical Presentation → Demonstration/POC → Procurement → Proposal/Tender → Evaluation → Negotiation → Contract Award → Deployment → Account Expansion
We want someone who can take ownership of this entire commercial process.
What Success Looks Like
Success will be measured by:
- Government revenue generated.
- New government customers acquired.
- Qualified government pipeline developed.
- Strategic government relationships established.
- RFPs and tenders successfully pursued.
- Contract awards achieved.
- Expansion of existing government accounts.
- Accuracy of opportunity and revenue forecasting.
- Development of new geographic markets.
- Effective coordination between government customers and internal technical teams.
- Compliance with company and governmental requirements.
The objective is to hire a senior government sales executive who can open doors, build trusted relationships, understand government requirements, navigate procurement, coordinate sophisticated technical sales processes, travel internationally, and convert strategic opportunities into long-term government customers and revenue.
Pay: $7,500.00 - $9,000.00 per month
Benefits:
Work Location: In person
