About the Role
Culmen International is hiring a Sales Lead, MOSAICS to drive new logo and expansion revenue for the MOSAICS platform — Culmen's enterprise-grade SaaS for situational awareness, critical event management, information operations, and biosurveillance — across the U.S. federal government, intelligence community, adjacent national security customers, and international partners.
This is a senior individual contributor role. You will own a personal quota, run the full sales cycle from prospecting through close, and serve as the executive face of MOSAICS to Federal Government mission owners, program offices, and contracting authorities. There is no team underneath you at hire; for the right operator with proven leadership, this role has a clear path to Head of MOSAICS Sales as the platform scales.
You will sell into a competitive landscape that includes Everbridge, Crisis24, Dataminr, AlertMedia, and Palantir-adjacent offerings — but with a differentiated value proposition built on AI-driven multi-source fusion, modular packaging (Core + IO, Biosurveillance, Geospatial, Ground Truth, and Custom Analytics modules), and Premise ground-truth data integration.
What You’ll Do in Your New Role
- Own the federal/IC number. Carry an individual new-ARR and expansion quota for MOSAICS across IC and national security accounts (NGA, NRO, DIA, CIA, ODNI, NSA, CCMDs with IC equities, and supporting SIs).
- Build and manage the pipeline. Source, qualify, and close enterprise SaaS opportunities — including subscription, modular add-on, and credit/token-based consumption deals — through direct engagement and channel partners.
- Navigate federal acquisition. Drive deals through GSA MAS, SEWP, OASIS+, CIO-SP4, OTAs, SBIR Phase III leverage, and prime/sub teaming arrangements.
- Quarterback capture. Partner with Culmen's capture, proposal, and solutions teams to translate mission requirements into compelling technical and commercial responses.
- Be the customer's executive voice internally. Feed roadmap, pricing, and packaging insights back to the MOSAICS product, engineering, and pricing teams.
- Represent MOSAICS externally. Lead executive briefings, customer demos, conference engagements (InfoPack and equivalent IC/DoD venues), and analyst/partner conversations.
- Forecast with discipline. Maintain accurate pipeline, forecast, and account plans in the CRM; deliver weekly commit calls to Nick Moon and Culmen leadership.
Required Qualifications
- Proven track record selling enterprise SaaS or software platforms into the U.S. federal government, with demonstrable, verifiable closed-won results at the $1M+ ACV level.
- Active and substantive relationships across the U.S. Intelligence Community at the program, mission, and contracting-officer levels.
- Mastery of federal SaaS sales cycles, contract vehicles, security/ATO conversations (FedRAMP, IL5/IL6 context), and federal subscription/consumption commercial constructs.
- Executive presence and the ability to credibly brief flag officers, SES, and senior IC leadership.
- Active TS/SCI clearance strongly preferred; minimum active TS or recent, current eligibility for upgrade.
- Willingness and ability to travel 30–50%, including to OCONUS combatant command and partner-nation venues as required.
- Bachelor's degree or equivalent professional experience.
Desired Qualifications
- Prior leadership or senior IC roles at Everbridge, Crisis24, Dataminr, or Palantir — or equivalent experience at peer platforms (Maxar, Esri Federal, Primer, Anduril, Shield AI commercial, Zignal).
- Experience launching or scaling a new federal SaaS platform from early traction to $10M+ ARR.
- Familiarity with information operations, OSINT, geospatial analytics, critical event management, or biosurveillance mission spaces.
- Experience with modular/credit-based SaaS commercial models (AI compute tokens, field data collection credits, or equivalent consumption pricing).
- Player/coach instincts — willing to mentor as Culmen scales the MOSAICS go-to-market, possibly be the MOSAICS sales leader.
To learn more about Culmen International, please visit www.culmen.com
