Founding Federal Sales Leader

Concourse; Washington (District of Columbia); On-site; USD 180,000 - 350,000; Full time

Job summary

Concourse seeks a Federal Sales Leader to build and scale its government business in the Washington, DC area. You will define agency targeting, drive multiple capture programs, and establish a strong federal sales team.

You will shape the strategy, manage pipelines ahead of RFPs, and align security and hosting needs with product teams. This senior role requires a deep federal network and hands-on selling from day one.

Qualifications

• 10+ years selling technology or services to federal civilian agencies with closing track record.
• Services or solutions background: selling outcomes to an agency, not just a single product.
• Working network across civilian agency program offices, CIOs, and integrators.
• Capture experience: shaping requirements, contract vehicles, and winning awards.
• Player-coach: sell from day one and build the team as you go.
• High-agency, high-velocity mindset with strong work ethic.
• Enthusiasm for AI; able to explain AI capabilities to federal buyers.
• US citizen (required for government work).

Responsibilities

• Set our federal go-to-market strategy: select target agencies and use cases for each.
• Build pipeline ahead of RFPs, work with program offices, CIO shops, and small business offices.
• Run capture on priority pursuits from shaping RFIs to meetings, demos, and awards.
• Own contract vehicle strategy and decide which vehicles to pursue next.
• Build relationships with resellers, primes and integrators to speed entry.
• Carry the federal pipeline initially, then hire and lead the first federal account executives.
• Advocate for federal buyer needs (security, hosting, authorization) with product teams.

Skills

Federal sales

Capture management

Strategic partnerships

Team leadership

Sales strategy

Contract vehicles

AI familiarity

C-level engagement

RFP/Demonstrations

Tools

Salesforce CRM

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.

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.

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.