[Hiring] Head of Federal Sales @Manifest Cyber Public

Role Description

We’re at a critical moment in Manifest’s growth. The product is resonating, the market is opening up, and now we need someone who can turn early traction into a repeatable, high-performing federal sales engine.

This role is for a specific kind of leader: you have stood up federal sales in ambiguous environments, created a pipeline where none existed, and translated emerging technology into funded government programs. You know what “great” looks like because you’ve built it yourself and are motivated to do it again in a category that is still taking shape.

Reporting to the Chief Revenue Officer, you will define how Manifest wins in the federal market, from go-to-market strategy to pipeline creation to team build-out. This is a player-coach role where you will personally own and close significant federal deals while building the systems, partnerships, and team foundation required to scale federal revenue.

You will directly manage a Team of Federal Account Executives and work closely with a Sales Engineer who supports both federal and commercial sales. You will inherit an early foundation, including an active pipeline and initial traction across DoD and civilian agencies, and will be responsible for turning it into a durable, multi-year revenue engine. Success in this role requires the ability to create, shape, and advance opportunities well ahead of federal budget cycles and procurement timelines.

Please note we anticipate this role will require ~25% travel, depending on customer needs.

Qualifications

• 10+ years of experience selling into the U.S. federal government (DoD and/or civilian agencies)
• 5+ years of experience leading Federal sales teams
• Proven track record of building pipeline and closing federal deals ($100K–$1M+)
• Experience building or scaling a federal sales function in a startup or high-growth company, ideally in cybersecurity or enterprise software
• Experience in software supply chain security, DevSecOps, or AI security
• Deep understanding of federal procurement processes, appropriations cycles, and acquisition pathways
• Experience with federal contract vehicles, including GSA schedules, IDIQs, GWACs (e.g., SEWP), BPAs, and alternative acquisition pathways (e.g., OTA)
• Existing network of relationships across DoD, the intelligence community, and federal civilian agencies
• Proven ability to build and leverage partner ecosystems, including relationships with integrators, resellers, prime contractors, and technology partners to expand market access and drive federal revenue
• Experience navigating federal security and compliance frameworks, including FedRAMP, NIST, CMMC, and ATO processes
• Track record of influencing or capturing programs prior to formal procurement
• Strong consultative, solution-based selling skills and ability to engage senior decision-makers
• Experience in cybersecurity, SaaS, or other high-trust enterprise technology
• Strong pipeline discipline and CRM rigor

Requirements

• Carry and close a meaningful federal quota (1M+), while building the foundation for a scalable federal revenue engine
• Own and advance an existing pipeline while consistently generating new opportunities across DoD, civilian agencies, and the intelligence community
• Build and maintain strong pipeline coverage relative to quota, balancing near-term wins with long-term program positioning
• Lead full-cycle deal execution, including prospecting, discovery, technical validation, deal strategy, and close
• Navigate and drive complex, multi-threaded deals involving multiple stakeholders, funding sources, and approval layers
• Define and execute Manifest’s federal go-to-market strategy, including agency prioritization, segmentation, and account planning
• Develop and lead program capture strategies, shaping opportunities pre-RFP and influencing requirements, stakeholders, and budget allocation
• Build a repeatable federal motion that balances near-term revenue with long-term programmatic growth
• Own strategy and execution for federal contract vehicles, including GSA schedules, IDIQs, and alternative acquisition pathways
• Secure positioning within prime contracts, multi-vendor programs, and partner ecosystems
• Align Manifest’s positioning to federal cybersecurity priorities, including software supply chain security, SBOM requirements, and emerging AI risk frameworks
• Serve as a hands-on mentor and technical thought leader for federal sales staff
• Act as a hands-on deal leader, stepping into critical opportunities to drive momentum and close
• Establish strong operating rhythms, including pipeline reviews, forecasting discipline, and performance accountability
• Build and maintain relationships with senior federal stakeholders, including CISOs, program leaders, and agency executives
• Partner cross-functionally with Product, Engineering, and Marketing, to align on federal requirements, compliance, messaging, and product feedback loops
• Represent Manifest in industry events, conferences, and executive briefings

Benefits

• Fully remote
• Unlimited PTO (taken seriously)
• Medical, dental, and vision insurance — 100% covered for you and your dependents
• 401(k) and retirement options

Compensation

• Base Salary: $190,000 - $200,000
• Variable Compensation: $200,000
• On-Target Earnings: $390,000 - $400,000
• Equity: Meaningful stock options commensurate with experience and role level