Glynn Capital
Glynn Capital

Head of Federal Sales (Washington DC, Virginia)



Sales & Business Development
Washington, DC, USA
Posted on Monday, June 3, 2024

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.

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.

At Instabase, we’re passionate about building software to advance the state of the art in computing. We’ve built a fearlessly experimental, customer-obsessed team who are making discoveries to fundamentally change how people build and consume business applications.

Today, we’re partnering with the world’s leading companies to transform how they use data and technology. If these challenges excite you, we’d love to hear from you!

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
<For US-based roles: The base salary range for this role is $184,500 to $205,000+ bonus, equity, and 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.