Head of Federal Sales

Washington DC, Virginia

Posted on 6/3/2024



201-500 employees

AI-powered data analysis and automation platform

AI & Machine Learning
Financial Services
Government & Public Sector


Washington, DC, USA

Required Skills
  • 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
  • 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

Instabase provides a leading AI Hub platform that enhances data analysis, content summarization, and workflow automation using generative AI technologies. It integrates cutting-edge AI with industry know-how, providing transformative solutions for diverse sectors. This creates an environment where professional growth is supported by continuous technological advancement and innovation, fostering an atmosphere of learning and development, which makes it a distinguished place to work.

Company Stage

Series C

Total Funding



San Francisco, California



Growth & Insights

6 month growth


1 year growth


2 year growth



Healthcare and Wellness - We marry the benefits of moving fast at a scaling startup with the stability of larger corporations. Instabase pays 100% of top tier employee medical, dental, vision plans and takes care of dependents. Instabase also offers an FSA company match.

Financial Planning - Instabase believes in investing in you and your future by providing a company 401(k) match and financial planning resources.

Family Planning - Every Instabaser is eligible for paid time off to care for their newborn or adopted child. We’ve also teamed up with Carrot Fertility to help support every Instabaser on their family forming journey.

Paid Time Off - At Instabase, we believe in providing employees the ability to rest, reflect, and recharge through unlimited paid time off and holidays.