Head of Federal Sales

About Manifest

Manifest is on a mission to secure the global software and AI supply chain. Our platform automates the discovery and analysis of risks across internally built and third-party software and AI systems, giving security, product, and engineering teams complete visibility into the components and dependencies that make up their technology stack. From product security and AI risk to supplier risk and compliance, we help teams trust the software and AI they build and buy.

Founded by alumni from the Department of Defense, CISA, and Palantir, Manifest is backed by leading investors including Ensemble VC, First Round Capital, Homebrew, BoxGroup, XYZ Venture Capital, AE Ventures, Leap435, and Overmatch VC. The company partners with the US Air Force, DHS, Global 2000 companies, and critical infrastructure organizations across defense, automotive, and financial services to bring transparency, resilience, and trust to modern digital systems.

About the Role

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.

What You’ll Own

Revenue, Pipeline & Deal Execution

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

Federal GTM Strategy, Program Capture & Market Access

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

Team Leadership & Operating Cadence

Serve as a hands-on mentor and technical thought leader for federal sales staff, leveraging your deep federal expertise to accelerate their development and credibility

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

Executive Engagement & Cross-Functional Leadership

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

What You Bring

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

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

Benefits

Fully remote

Unlimited PTO (taken seriously)

Medical, dental, and vision insurance — 100% covered for you and your dependents

401(k) and retirement options

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