Founding Federal Sales Leader

Concourse; United States; On-site; USD 150,000 - 200,000; Full time

Job summary

Concourse is hiring its first Federal Sales Leader to scale the federal business across government. You will define target agencies, shape the go-to-market strategy, and build a capable team that can win major contracts from day one.

You will own vehicle strategy, run capture from RFI through award, and collaborate with program offices, CIO shops, and integrators. You’ll translate federal buyers’ needs—security, hosting, and authorization—into product and platform improvements.

Qualifications

• 10+ years selling technology or services to federal civilian agencies
• A services or solutions background: you have sold outcomes to an agency, rather than just one product
• A working network across civilian agency program offices, CIOs and the integrator community
• Capture experience: you know how to shape a requirement, work a contract vehicle, and win a competitive award
• A player-coach: you will sell on day one, with no ramp, and build the team as you go
• High-agency, high-velocity mindset with an exceptional work ethic
• Enthusiasm for AI: you use AI tools to move faster, and you can explain what they make possible to a federal buyer
• US citizen (required for government work)

Responsibilities

• Set our federal go-to-market strategy: pick the agencies to pursue first and the use cases to lead with in each
• Build pipeline ahead of the RFP, work program offices, CIO shops and small business offices before requirements are written
• Run capture on priority pursuits, from shaping RFI responses through meetings, demos, and award
• Own our contract vehicle strategy and decide which vehicles to pursue next
• Build relationships with resellers, primes and integrators where teaming gets us in faster
• Carry the federal pipeline yourself first, then hire and lead our first federal account executives as the pipeline grows
• Bring what federal buyers need (security, hosting, authorization) back to our product and platform teams

Skills

Federal sales experience

Solutions selling

Agency network

Capture experience

Leadership ability

High-velocity mindset

AI enthusiasm

US citizenship

Job description

Why this role

Concourse is building the operating system for government. We serve state and local agencies across the country, and we are growing our federal business.

Concourse is building the operating system for government. We serve state and local agencies across the country, and we are growing our federal business.

As our first Federal Sales Leader, you build out our existing federal business. You decide which agencies we target, how we reach them, and which contract vehicles and partners to pursue. You will also build a team that does this at scale.

What you’ll do

• Set our federal go-to-market strategy: pick the agencies to pursue first and the use cases to lead with in each
• Build pipeline ahead of the RFP, work program offices, CIO shops and small business offices before requirements are written
• Run capture on priority pursuits, from shaping RFI responses through meetings, demos, and award
• Own our contract vehicle strategy and decide which vehicles to pursue next
• Build relationships with resellers, primes and integrators where teaming gets us in faster
• Carry the federal pipeline yourself first, then hire and lead our first federal account executives as the pipeline grows
• Bring what federal buyers need (security, hosting, authorization) back to our product and platform teams

What we’re looking for

• 10+ years selling technology or services to federal civilian agencies, with closed business you can walk us through
• A services or solutions background: you have sold outcomes to an agency, rather than just one product
• A working network across civilian agency program offices, CIOs and the integrator community
• Capture experience: you know how to shape a requirement, work a contract vehicle, and win a competitive award
• A player-coach: you will sell on day one, with no ramp, and build the team as you go
• High-agency, high-velocity mindset with an exceptional work ethic
• Enthusiasm for AI: you use AI tools to move faster, and you can explain what they make possible to a federal buyer
• US citizen (required for government work)

Nice to have

• Experience launching a federal business line at an early-stage company
• Experience selling through government-wide contract vehicles
• Experience with commercial solutions openings, other transaction authority or SBIR awards
• An active security clearance

Location and compensation

This is a full-time role based in the Greater Washington, D.C. area, with regular travel to agency sites and to our New York office.

Compensation: a base salary, plus commission and equity, all commensurate to experience.

Compensation Range: $150K - $200K

About Concourse

Concourse is the fastest-growing govtech, providing software to more than 100 state and local governments across the U.S.

Government calls what we do "IT modernization." We call it a trillion-dollar opportunity to overhaul how government works. Public services are broken not because of bureaucracy but because they run on antiquated, user-unfriendly software from legacy vendors.

Some examples: Concourse powers the legislative management system for one of America's largest cities, a state's entire online bail payment system, and a case-management platform for mental-health response teams.

We are an AI-native company. Our org structure and staffing model are radically different from those of legacy tech companies: we have a flat team of superstar generalists who both own client relationships and manage fleets of long-horizon AI agents.