Federal Business Development Representative

About the role

We're hiring a Federal Business Development Representative to build our federal sales motion from the ground up. You'll work directly with the CEO and the GovSignals Federal team and own the full sales cycle, carrying a number from first conversation through contract award.

Responsibilities

• Own the full cycle. You carry a number and you're accountable for hitting it — from first conversation through contract award, 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.
• Work conferences, industry days, and agency events as a primary engagement channel — not just attending, but working the room, setting meetings, and following up relentlessly while you build a network across the federal acquisition community.
• Navigate complex federal procurement — FAR/DFARS, contract vehicles, and agency-specific acquisition pathways — to position GovSignals for wins, and prepare tailored pitches, capability briefings, and product demonstrations for federal audiences.
• Partner with the CEO and federal team to shape go-to-market strategy from what you're hearing in the field, and support capture by contributing win themes and customer-facing narratives.
• Keep the team informed with clear, concise readouts on opportunities, competitor activity, and shifts in agency priorities.

Requirements

You have 3–7 years of experience in business development, sales, or capture in the federal or defense market. You've closed deals and can talk about them specifically. You have a demonstrated ability to build a network from scratch. You've walked into a new territory or market and made things happen — you don't wait for leads to be handed to you, you go find them. You have deep comfort navigating federal procurement. You understand how agencies buy, how decisions get made, and where the leverage points are. You have strong written and verbal communication skills. You have a genuine interest in national security, government technology, or public sector innovation, and the drive to think strategically about territory and accounts while pursuing the opportunities where GovSignals has a real shot at winning. You are not intimidated by government bureaucracy, you don't confuse motion with progress, and you thrive on the pace of building a function where none existed.

Qualifications

• Nice to have: 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; a background in government contracting, the military, or the intelligence community.

How We Hire

• Intro conversation (30 min) — your background and how you sell.
• Deal exercise (45 min) — run a live mock discovery, sell us on a product.
• Co-founder conversations (15 min) — meet the cofounders.
• Paid work trial (1 day) — real work with the team.
• Offer.

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: medical, vision, and dental, unlimited PTO
• Brooklyn Navy Yard office, 3+ days a week in person, with travel to your vertical's buyers.