Hybrid GTM Lead – Government, DoD

at Obviant

• Job title: GTM Lead – Government, DoD
• Job type: Full Time
• Experience level: Senior
• Salary: $100,000 - $250,000 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Arlington, United States

About the role

• GTM Lead for DoD developing relationships with government mission partners and owning sales processes. Drive solutions in defense acquisition through data and AI tools.

Responsibilities

• Build relationships with government stakeholders across the acquisition & innovation community and develop a deep understanding of their problems.
• Work with government partners to scope pilots + contracts, and navigate complex organizational, contracting and budget pathways to implement.
• Conduct research to identify potential customers, market opportunities, and trends.
• Generate top-of-funnel activity, determine how to reach key stakeholders, and manage opportunities end-to-end.
• Regularly attend industry events, including travel to key conferences.
• Track and respond to opportunities, including developing proposals and collateral.
• Develop teaming, partnership strategies, and channel relationships.
• Identify & drive opportunities to expand existing customer relationships.
• Work closely with engineering and product teams to inform our roadmap and execute development in line with opportunities.

Requirements

• 4+ years of either defense acquisition or government sales experience
• Excellent communication skills, and a relationship-building style rooted in authenticity
• Detailed knowledge of the defense acquisition process
• Ability to manage complex sales cycles with multiple stakeholders and layers required to close
• Demonstrated results exceeding revenue targets (or comparable objectives if no prior sales experience)
• Detail-oriented, with the ability to manage a sales pipeline and reporting
• Ability to work in a fast-paced, demanding environment with high autonomy & accountability

Benefits

• Flexible schedule - We all have other things going on in our lives. Doctor visits, kids’ activities, dog walks - take care of it whenever you have to. And work from home when you need to.
• Competitive compensation + Sizeable equity - We’re building something with massive upside potential, and you’ll have ownership in that. This is ours.
• Flexible vacation time - Use what you want, as long as you’re taking care of what needs to get done.
• Full health, dental, and vision insurance.
• And more…