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Chainbridge Solutions · 1 day ago

Product Sales Lead – Federal Government Market

Fairfax, VA

Full-time

Onsite

Senior Level, Lead/Staff

8+ years exp

Chainbridge Solutions is an award-winning SBA-certified 8(a) and woman-owned small business specializing in automated workflow solutions for federal and private sector customers. They are seeking a seasoned Product Sales Lead to drive the sales strategy and execution for their SaaS offerings in the federal government market, focusing on pipeline development, compliance, and customer success.

AppsInformation TechnologyService IndustrySoftware

Growth Opportunities

No H1B

U.S. Citizen Only

Responsibilities

Act as the company’s PerseusTM product sales champion for the federal government market

Work with product management, product engineering, domain SMEs, and marketing to shape the offering and its positioning for federal agencies

Establish and drive pipeline, bookings, expansion and renewal within the federal government market

Ensure the sales motion and product definition align with federal procurement rules, contract vehicles, compliance (e.g., FedRAMP, FAR/DFARS), and mission-centric buyer needs

Develop and execute the go-to-market (GTM) strategy for the SaaS product in the federal government market: define target agencies, segments, buyer personas, funding cycles, contract vehicles (e.g., GSA schedules, IDIQs, OTA), partner ecosystems and competitive positioning

Influence roadmap and packaging of the SaaS offering to align with federal mission-needs, security/compliance demands (e.g., FedRAMP, IL2/IL4/IL5, CMMC), budget cycles and procurement flows

Own sales targets for the federal government segment: new business, renewals, expansion/upsell

Identify, qualify and drive high-value deals with federal agencies, system integrators, and channel partners

Work hand-in-glove with company executives, solution engineers and domain experts to ensure the product is sold effectively and tailored to the federal buyers’ environment

Serve as a product evangelist for federal buyers, translate technical product capabilities into compelling business and mission value messaging for federal stakeholders (including mission security organizations, CIOs, program managers, and acquisition managers)

Provide feedback from the field into product management about feature priorities, use-cases, competitive threats and mission-specific requirements

Develop and oversee sales enablement materials specific to the federal government market: agency use-cases, procurement/contracting cheat sheets, talking points around compliance, security, and competitive battlecards

Train and support sales, partner teams on positioning the offering for federal buyers

Possess a deep understanding of federal procurement mechanisms (FAR/DFARS, GSA, IDIQs, OTAs, BPAs), funding cycles, acquisition influences and how SaaS transactions are managed in the federal government market

Ensure all deals align with compliance standards, and work with legal, contracts, and operations to clear government-specific constraints

Define and track key performance indicators (KPIs) for federal SaaS sales: pipeline, bookings, win rate, deal size, average contract length, renewal rate, customer satisfaction/mission impact

Forecast revenue for the federal segment, monitor deal progression through stages, and provide regular reporting to leadership

Build and manage relationships with federal-focused partners, system integrators, reseller networks and government marketplaces (e.g., Carahsoft, AWS Marketplace, GSA e-commerce, DoD Tradewinds)

Define partner motions, enable partner sales teams, and co-sell/co-deliver when needed

Post-sale, work with customer success and operations to ensure strong adoption, renewal and expansion in the federal account base. Influence product adoption, upsell and lifecycle management

Act as a federal market subject matter expert, understand mission drivers, agency budgets, federal digital transformation priorities, and how the SaaS product can align

Represent the company in federal events, speak to prospects about how the product can enable mission outcomes

Qualification

SaaS SalesFederal Procurement KnowledgeGo-to-Market StrategyFederal Compliance KnowledgeSales Enablement DevelopmentCustomer Success ManagementCross-Functional CollaborationCommunication SkillsLeadership Experience

Required

Minimum of 8 years of enterprise SaaS sales or go-to-market/product-sales roles, with at least 3-5 years of proven success selling SaaS into U.S. federal government agencies

US Citizenship is required

Demonstrated track record of closing complex, multi-stakeholder federal deals, preferably through contract vehicles such as GSA Schedules, IDIQs, OTAs, BPAs

Deep familiarity with federal procurement, acquisition lifecycle, compliance/regulation (FAR, DFARS, FedRAMP, CMMC) and government budgeting/appropriation cycles

Strong ability to engage senior federal decision-makers (program managers, CIOs, acquisitions officers) and navigate federal agency stakeholders, systems integrators and the partner ecosystem

Expertise in SaaS business models (subscription, multi-year contracts, renewals, expansions), metrics (ARR, churn, pipeline conversion), and go-to-market strategy

Excellent verbal and written communication skills with ability to craft messaging for non-technical federal buyers, present to executive audiences, develop collateral and train sales teams

Strong cross-functional collaboration skills working with product, marketing, sales, legal/contracts and operations

Comfortable working in a fast-paced, high-growth environment, with ability to lead and drive results autonomously

Preferred

Experience with federal marketplaces (e.g., AWS Marketplace, GSA Advantage, resellers) and partner channels (e.g., Carahsoft)

Experience with SaaS products targeted at public sector/federal mission outcomes (e.g., cybersecurity, cloud, analytics, infrastructure)

Prior experience developing or influencing product roadmap for federal-use case SaaS solutions

Leadership or team-building experience (leading sales/product teams)

Bachelor's degree or higher in Business Administration, Marketing, Engineering, Computer Science/Information Technology or related field (or equivalent experience)

Previously held a clearance or Public Trust with the government and prior experience dealing with classified or sensitive government business (if relevant)