ABOUT GOVSIGNALS FEDERAL
The people who buy for the U.S. government spend most of their time buried in paperwork, disconnected systems, and administrative overhead. Contracting officers and program managers have some of the most consequential jobs in the federal government, but their tools force them to be paper-pushers instead of decision-makers. We are changing that.
GovSignals is the acquisition AI platform that is fundamentally transforming these roles from administrative and process-driven to action-oriented, delivery-focused, and outcome-driven. We are deployed inside the Department of War and trusted by over 1,000 enterprise users including some of the largest defense companies in the world. We make government contracting 85% faster. Work that used to take months gets done in hours.
The Department of War is in the middle of the largest acquisition reorganization in a generation. Hundreds of billions of dollars in activity is being restructured, and there is no legacy system in the way. This is a greenfield moment, and GovSignals is the platform being built at the center of it.
ABOUT THE ROLE
The Federal Business Development Representative is the tip of the spear for GovSignals Federal. You are not managing a pipeline someone else built. You are creating it. Your job is to find the openings, get in the room, and start conversations that turn into revenue. You work directly with the CEO and GovSignals Federal Team to identify, pursue, and close new business across the federal government.
This role requires someone who has actually closed deals before and knows what that takes. You are comfortable talking to strangers, walking into rooms where nobody knows you, and navigating the layered, relationship-driven world of federal procurement. You understand that selling to the government means understanding bureaucracies, building trust over time, and knowing when to push and when to listen.
You are building GovSignals' federal sales motion from the ground up alongside the founding team. There is no playbook. You are writing it.
KEY RESPONSIBILITIES
Identify and pursue new federal business opportunities by building direct relationships with contracting officers, program managers, and senior decision-makers across target agencies
Develop and own your territory. Research agencies, map org charts, identify budget flows, and build an account strategy that puts you in front of the right people at the right time
Close deals. You carry a number and you are accountable for hitting it. From first conversation through contract award, you own the full cycle
Work conferences, industry days, and agency events as a primary engagement channel. You are not just attending. You are working the room, setting meetings, and following up relentlessly
Navigate complex federal procurement processes including FAR/DFARS, contract vehicles, and agency-specific acquisition pathways to position GovSignals for wins
Build and maintain a network of contacts across the federal acquisition community. Your rolodex is one of your most valuable assets
Partner with the CEO and federal team to shape go-to-market strategy based on what you are hearing in the field
Prepare and deliver tailored pitches, capability briefings, and product demonstrations to federal audiences
Support proposal efforts by contributing to capture strategy, win themes, and customer-facing narratives
Keep the team informed. Provide clear, concise readouts on opportunities, competitor activity, and shifts in agency priorities
WHO YOU ARE
You have closed deals before and you know what separates pipeline activity from actual revenue. You do not confuse motion with progress. You are energized by the hunt and you have a track record to prove it.
You are a natural relationship builder. You walk into a room full of strangers and walk out with three meetings on the calendar. You are not intimidated by government bureaucracy. You see it as a system to understand and work, not an obstacle.
You think strategically about territory and accounts. You do not spray and pray. You research, prioritize, and pursue the opportunities where GovSignals has a real shot at winning. When you commit to a deal, you run it down.
You write well and communicate clearly. Federal BD requires crisp emails, sharp briefs, and presentations that earn credibility in the first sixty seconds.
Our team chooses to work 60-80 hour weeks because we want to win and we are energized by each other. If you want a mission, real ownership, and teammates who push you to be better every day, keep reading.
QUALIFICATIONS
3-7 years of experience in business development, sales, or capture in the federal or defense market. You have closed deals and can talk about them specifically
Demonstrated ability to build a network from scratch. You have walked into a new territory or market and made things happen
Deep comfort navigating federal procurement. You understand how agencies buy, how decisions get made, and where the leverage points are
Strong written and verbal communication skills. You produce materials that open doors, not just check boxes
Genuine interest in national security, government technology, or public sector innovation
Self-directed and resourceful. You do not wait for leads to be handed to you. You go find them
Bonus: Military service, prior government civilian experience, existing relationships within DoD acquisition, familiarity with contract vehicles (GSA, GWACs, BPAs), or experience selling AI/software to the federal government.
COMPENSATION & BENEFITS
Base Salary: $100,000 - $120,000
Commission: Uncapped, tied directly to deals closed
Equity: Meaningful stake in a well-funded, fast-growing startup
Benefits: 100% employer-paid medical, vision, and dental
Unlimited PTO
Ground-floor opportunity alongside the founding team
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