Sales Lead (Federal Contracts)

Culmen International; Washington (District of Columbia); On-site; USD 180,000 - 260,000; Full time

Job summary

Culmen International is hiring a Technical Sales Lead to drive new logo and expansion revenue for MOSAICS, Culmen's enterprise SaaS for situational awareness, critical event management, information operations, and biosurveillance, across the U.S. federal government, IC, and national security customers.

This is a senior IC role owning a personal quota, running the full sales cycle from prospecting through close, and serving as the executive face of MOSAICS to mission owners, program offices, and

Qualifications

• Senior individual contributor role with ownership of quota.
• Experience selling to IC and national security customers.
• Ability to navigate federal procurement processes.
• Experience launching federal SaaS platforms to $10M+ ARR.

Responsibilities

• Own a personal quota and manage full sales cycle from prospecting to close.
• Build and manage the pipeline with direct and channel partners.
• Navigate federal procurement processes (GSA MAS, SEWP, OASIS+, etc.).
• Quarterback capture with internal teams to translate requirements into responses.
• Be the executive voice for MOSAICS with customers and pricing/packaging teams.
• Lead executive briefings, customer demos, and conference engagements.
• Forecast accurately and maintain CRM pipeline and account plans.

Skills

Federal sales

New logo selling

Enterprise SaaS

Job description

Culmen International is hiring a Technical Sales Lead to drive new logo and expansion revenue for the Culmen's MOSAICS platform — Culmen's enterprise-grade SaaS for situational awareness, critical event management, information operations, and bio-surveillance — across the U.S. federal government, intelligence community, adjacent national security customers, and international partners.

This is a senior individual contributor role. You will own a personal quota, run the full sales cycle from prospecting through close, and serve as the executive face of MOSAICS to Federal Government mission owners, program offices, and contracting authorities. There is no team underneath you at hire; for the right operator with proven leadership, this role has a clear path to Lead a team of MOSAICS salespeople as the platform scales.

You will sell into a competitive landscape that includes Everbridge, Crisis24, Dataminr, AlertMedia, and Palantir-adjacent offerings — but with a differentiated value proposition built on AI-driven multi-source fusion, modular packaging (Core + IO, Biosurveillance, Geospatial, Ground Truth, and Custom Analytics modules), and Premise ground-truth data integration.

• Own the federal/IC number. Carry an individual new-ARR and expansion quota for MOSAICS across IC and national security accounts (NGA, NRO, DIA, CIA, ODNI, NSA, CCMDs with IC equities, and supporting SIs).
• Build and manage the pipeline. Source, qualify, and close enterprise SaaS opportunities — including subscription, modular add-on, and credit/token-based consumption deals — through direct engagement and channel partners.
• Navigate federal acquisition. Drive deals through GSA MAS, SEWP, OASIS+, CIO-SP4, OTAs, SBIR Phase III leverage, and prime/sub teaming arrangements.
• Quarterback capture. Partner with Culmen's capture, proposal, and solutions teams to translate mission requirements into compelling technical and commercial responses.
• Be the customer's executive voice internally. Feed roadmap, pricing, and packaging insights back to the MOSAICS product, engineering, and pricing teams.
• Represent MOSAICS externally. Lead executive briefings, customer demos, conference engagements (InfoPack and equivalent IC/DoD venues), and analyst/partner conversations.
• Forecast with discipline. Maintain accurate pipeline, forecast, and account plans in the CRM; deliver weekly commit calls to Nick Moon and Culmen leadership.
• Prior leadership or senior IC roles at Everbridge, Crisis24, Dataminr, or Palantir — or equivalent experience at peer platforms (Maxar, Esri Federal, Primer, Anduril, Shield AI commercial, Zignal).
• Experience launching or scaling a new federal SaaS platform from early traction to $10M+ ARR.
• Familiarity with information operations, OSINT, geospatial analytics, critical event management, or biosurveillance mission spaces.
• Experience with modular/credit-based SaaS commercial models (AI compute tokens, field data collection credits, or equivalent consumption pricing).
• Player/coach instincts — willing to mentor as Culmen scales the MOSAICS go-to-market, possibly be the MOSAICS sales leader.