Pioneering 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

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.