At Instabase, we’re passionate about democratizing access to cutting-edge AI innovation to enable any organization to solve previously unsolvable unstructured data problems in their industry. With customers representing some of the largest and most complex organizations in the world, and investors like Greylock, Andreessen Horowitz, and Index Ventures, our market opportunity is near infinite.

Instabase offers a consumption-based pricing model where customers can pay only for what they use, aligning directly with the value our products deliver. It empowers our clients to explore our AI Hub platform features extensively, enabling them to uncover crucial business insights. This customer-centric model allows Instabase to glean insights from diverse use cases and behaviors, ensuring we deliver top-tier solutions that provide unmatched advantages for everyday business operations.

With offices in San Francisco, New York, London and Bengaluru, Instabase is a truly global company. We are people-first, and we’ve built a fearlessly experimental, endlessly curious, customer obsessed team who work together and help organizations around the world turn their unstructured data into insights instantly.

Our Federal Enterprise Sales Team is responsible for helping the largest federal agencies and systems integrators push their pace of innovation by challenging ordinary thinking. We are expanding this team and seek new members to join the tribe who operate with intentionality and can problem-solve for the most critical missions of our federal customers by harnessing the power of true invention.

As Head of Federal Sales you will help us build the program from the ground up.

What you’ll do

Build and implement a strategy for Instabase’s federal sales program
Recruit and inspire a world-class team that specializes in working with the federal government
Work with cross-functional teams to advocate for the needs of the federal market across security, products, marketing, sales development and partnerships
Establish strong value and relationships within the federal government, prove out use cases, and lead end-to-end sales cycle to bring on agencies as Instabase customers
Build a strategy working with partners (system integrators, VAR’s, etc.) to build efficient routes to market
Prepare and deliver executive reviews to Instabase senior leadership team to ensure continued alignment and progress

About you:

10+ years of experience evangelizing enterprise technology in federal, with particular focus on SaaS and disruptive AI technologies
Deep expertise selling to the federal government and extensive experience building, managing and inspiring federal sales, channel and business development teams
Experience navigating federal protocol, certifications, and contracts
History with navigating large enterprise deals that combine multiple business units within complex organizations
Extensive network with both US federal agencies as well as the partner ecosystem
Extensive knowledge of how software is positioned and sold to Enterprise IT executives within the Fortune 1000
Consistent track record of over-achievement; net new logo accomplishments; and keen understanding of how to leverage channel partnerships
Significant Government/Public Sector industry experience working with DOD, National Security, Civilian
Possess a strong understanding and network of industry leaders with a focus on federal U.S
Understanding of, and experience with, government procurement processes and compliance
Understanding of FedRAMP and Facility Clearance processes
Ability to build and maintain relationships with C-level executives
Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation
Willingness to be coached and the discipline to work a proven sales process from beginning to end
A metrics driven mindset with a strong analytical approach
Dedication and focus on Pipeline Generation & Opportunity Progression
Ability to negotiate mutually agreeable outcomes with customers and internal stakeholders
University degree or equivalent practical experience
Location: Washington D.C. or surrounding areas

US benefits. The actual pay may vary based on factors such as location, experience, and skills.>

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Instabase is an Equal Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting about 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply.

Compensation Overview

6 month growth

1 year growth

2 year growth

Benefits