Why This Role, Why Now

This isn’t a run-of-the-mill federal sales job.
You won’t be pushing boxes or inheriting a stale book of accounts. Instead, you’ll be joining a company at a strategic inflection point — one that is redefining how compute happens at the tactical edge for agencies protecting national security.

The market is shifting: tariffs, reindustrialization, and mission-driven modernization are creating urgent demand for secure, U.S.-made edge solutions. Competitors are stuck repurposing data center gear. This team is mission-first, edge-first, and already building custom solutions with agencies like DHS and the Air Force.

If you’ve ever wanted to own territory, shape strategy, and define the federal GTM playbook from the ground up, this is that moment.

What You’ll Do

• Hunt and close net-new opportunities across DoD and select federal agencies

• Own relationships with agencies, primes, and integrators end-to-end

• Navigate procurement vehicles (GSA, SEWP, 2GIT, NASA SEWP, etc.)

• Leverage a strong partner ecosystem (Dell, Red Hat, SUSE, Carahsoft, and others) to accelerate wins

• Influence program design and secure “design-in” wins that scale revenue for years

• Drive multi-stakeholder, complex cycles where mission and technology intersect

• Act as the first federal hire — setting the tone, cadence, and playbook for future growth

Why This Opportunity Is Rare

• Mission Impact: Your work directly enables modernization, readiness, and tactical AI at the edge — not abstract IT spend, but real-world mission outcomes.

• White Space: Big OEMs are focused on data centers and hyperscale AI. The edge-to-mission gap is wide open, and you will be leading the charge.

• Design-In Leverage: Wins here are not one-and-done. Once a solution is designed into a program or integrator stack, revenue compounds for years — creating long-term pipeline leverage.

• Career Upside: As the first AE hire into federal, you won’t just sell — you’ll shape the strategy. The path to leadership is real, not hypothetical.

• Validation: Top primes and agencies are already engaged. Even Dell is co-developing DoD-specific solutions with this team. You’re not starting from scratch — but you will own the build.

• Category Leadership: The company is positioned to lead the mission-first edge compute space — a segment with exploding demand but very few serious competitors.

What We’re Looking For

• 7+ years of complex B2B sales experience (federal or defense focus strongly preferred)

• Proven track record of closing $500K+ enterprise technology or hardware deals

• Comfortable running DoD or mission-driven procurement cycles

• Deep relationships with integrators, primes, or agency stakeholders a strong plus

• Entrepreneurial drive — thrives in a scrappy, high-growth environment

Compensation & Benefits

• Competitive base salary + uncapped commission (OTE aligned with top federal technology sellers)

• Ramp compensation provided to ensure stability while pipeline is built

• Share in the upside of scaling a category-defining company

• Comprehensive medical, dental, and vision coverage

• 401(k) with employer match

• Flexible PTO and a remote-first work model

Final Thought

Most federal sales jobs will have you inheriting accounts, managing renewals, or grinding through RFP cycles. This role is different. You’ll be the point of the spear, building something new in a market where timing, mission, and technology are finally aligned.

If you’ve ever said, “I want to be the one who builds it, not just the one who carries it,” — this is that chance.