Founding Federal Sales Leader

Why this role Concourse is building the operating system for government. We serve state and local agencies across the country, and we are growing our federal business. As our first Federal Sales Leader, you build out our existing federal business. You decide which agencies we target, how we reach them, and which contract vehicles and partners to pursue. You will also build a team that does this at scale. What you'll do Set our federal go-to-market strategy: pick the agencies to pursue first and the use cases to lead with in eachBuild pipeline ahead of the RFP, work program offices, CIO shops and small business offices before requirements are writtenRun capture on priority pursuits, from shaping RFI responses through meetings, demos, and awardOwn our contract vehicle strategy and decide which vehicles to pursue nextBuild relationships with resellers, primes and integrators where teaming gets us in fasterCarry the federal pipeline yourself first, then hire and lead our first federal account executives as the pipeline growsBring what federal buyers need (security, hosting, authorization) back to our product and platform teams What we're looking for 10+ years selling technology or services to federal civilian agencies, with closed business you can walk us throughA services or solutions background: you have sold outcomes to an agency, rather than just one product A working network across civilian agency program offices, CIOs and the integrator communityCapture experience: you know how to shape a requirement, work a contract vehicle, and win a competitive awardA player-coach: you will sell on day one, with no ramp, and build the team as you goHigh-agency, high-velocity mindset with an exceptional work ethicEnthusiasm for AI: you use AI tools to move faster, and you can explain what they make possible to a federal buyerUS citizen (required for government work) Nice to have Experience launching a federal business line at an early-stage companyExperience selling through government-wide contract vehiclesExperience with commercial solutions openings, other transaction authority or SBIR awardsAn active security clearance Location and compensation This is a full-time role based in the Greater Washington, D.C. area, with regular travel to agency sites and to our New York office. Compensation: a base salary, plus commission and equity, all commensurate to experience. About Concourse Concourse is the fastest-growing govtech, providing software to more than 100 state and local governments across the U.S. Government calls what we do "IT modernization." We call it a trillion-dollar opportunity to overhaul how government works. Public services are broken not because of bureaucracy but because they run on antiquated, user-unfriendly software from legacy vendors. Some examples: Concourse powers the legislative management system for one of America's largest cities, a state's entire online bail payment system, and a case-management platform for mental-health response teams. We are an AI-native company. Our org structure and staffing model are radically different from those of legacy tech companies: we have a flat team of superstar generalists who both own client relationships and manage fleets of long-horizon AI agents. Compensation Range: $150K - $200K