Federal Growth Lead, Navy
Location: New York or Washington, DC preferred. Remote anywhere in the U.S. considered.
Travel: About 20-40% if based in NYC or DC; 50%+ if remote.
Compensation: 220K–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
The Department of the Navy is one of the largest buyers in the company's market, and today nobody at the company owns it. You will own the full Navy sales cycle and build a repeatable motion across systems commands, program executive offices, and fleet and installation customers, rather than chasing a single flagship win.
There is no book of business to inherit. You will write the multi-year account strategy, then execute it: finding pathways into enterprise programs at organizations like PEO Digital and NAVWAR, and earning trust with program offices and contracting officers who have been burned by legacy vendors before.
Responsibilities
- Own the Navy sales cycle end to end, from outbound prospecting through demos, proposals, negotiation and close, against a quota.
- Build and execute the Navy account strategy across systems commands, PEOs, and fleet and installation customers.
- Navigate Navy procurement pathways, including SBIR/STTR, OTAs, CSOs, GSA MAS, IDIQs, BPAs and installation-level task orders.
- Build direct relationships with program offices such as PEO Digital, NAVWAR, NAVSEA and NAVAIR, along with fleet leadership and contracting officers.
- Lead discovery sessions and product demos tailored to Navy workflows, without sales engineering support.
- Partner with the proposals and design teams on solicitation responses for Navy opportunities.
- Represent the company at Navy industry days and conferences.
Must-Haves
- Deep experience in or with the Department of the Navy, whether in uniform, as a civilian, or selling into it.
- A record of building accounts from zero and closing against a quota. Current relationships and what you have personally built count for more than a years-of-experience number.
- Fluency in Navy procurement vehicles and buying cycles, including SBIR/STTR and OTA pathways.
- 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.
- U.S. citizenship, given the security and eligibility requirements tied to Department of War contracts.
Nice-to-Haves
- An active U.S. security clearance, Secret or higher.
- Existing relationships within PEO Digital, NAVWAR, NAVSEA, NAVAIR, NavalX or ONR.
- Experience selling base services, quality-of-life or enterprise IT modernization programs to the Navy.
- Working fluency with Salesforce, Outreach, Gong, LinkedIn and ZoomInfo.
Not a Fit
- You need a mature, well-worn procurement pathway to move. This Navy presence is being built from zero.
- You are not comfortable hearing "no" for six months before you hear "yes."
- You would rather resell programs you already know than open new relationships from scratch.
Represented by Sitreps. The company's name is shared on the first call. Contact wyatt@sitreps.com.
