About the role
Federal Growth Lead, Fourth Estate
Location: New York or Washington, DC preferred. Remote anywhere in the U.S. considered.
Travel: 20-40% if based in NYC or DC; 50%+ if remote.
Compensation: 200K–250K base + commission + equity
About the Client
A venture-backed software company replacing the legacy systems federal agencies run on with modern, AI-native software. Its systems of record are already live across federal civilian agencies and inside the Department of War, and revenue has grown many times over this year. Backed by top-tier venture investors, with teams in New York and Washington, DC.
About the Role
Fourth Estate agencies don't make headlines the way the military services do, but they own the enterprise systems and shared infrastructure every service depends on. A win here travels: DISA's networks touch nearly every DoD system, and DLA alone obligates tens of billions of dollars a year.
The company already has a foothold in the department, running on the same kind of enterprise-grade authorization and hosting infrastructure the Fourth Estate maintains for the rest of DoD. You will own the full sales cycle across the Fourth Estate and turn that early credibility into a repeatable land-and-expand motion: land one agency, then expand from there.
Responsibilities
- Own the full sales cycle end to end, from outbound prospecting through demos, proposals, negotiation and close.
- Build strategic account plans, with DLA, DISA and DFAS as priorities, and a repeatable approach across the territory.
- Navigate Fourth Estate procurement pathways, including GSA MAS, IDIQs, BPAs, OTAs and agency-specific task orders.
- Build direct relationships with program offices, IT and infrastructure stakeholders, and contracting officers across Fourth Estate agencies.
- Lead discovery sessions and in-person demos tailored to enterprise and shared-services workflows, without sales engineering support.
- Partner with the proposal, capture and design teams on solicitation responses and pricing.
Must-Haves
- Deep experience in or with Fourth Estate agencies, whether inside one, as a contractor, or selling into them.
- A record of building accounts from zero and closing complex, multi-stakeholder deals against a quota. Current relationships and what you have personally built count for more than a years-of-experience number.
- Fluency with defense agency procurement vehicles and enterprise IT buying and authorization cycles.
- The appetite to be an individual contributor: prospecting, carrying an ambitious number, and owning the deal from first call to transition into delivery.
- Comfort demoing software on your own, and working fluency with tools like Salesforce.
- U.S. citizenship, given the security and eligibility requirements tied to Department of War contracts.
Nice-to-Haves
- An active U.S. security clearance. TS/SCI eligibility preferred.
- Strong existing relationships within DISA, DLA or DFAS. Other Fourth Estate agencies are a plus.
- Experience selling enterprise IT modernization, logistics or shared-services platforms into large, distributed government organizations.
Not a Fit
- You want a book that's already built. This is a standing start and most of the map is open.
- You are only interested in agencies with name recognition. Fourth Estate wins are often the highest-leverage in the department, because they cascade to every service.
- You would rather sell one product to one customer than a shared-services capability to an agency serving the entire department.
Represented by Sitreps. The company's name is shared on the first call. Contact wyatt@sitreps.com.