5+ years of full-cycle sales experience, with at least 3 years selling to Federal Civilian agencies.
Track record of meeting or exceeding quota in complex federal sales cycles.
Experience building a federal territory or business from zero.
Strong knowledge of how civilian agencies operate, including contracting and funding processes.
Fluency with the federal AI/modernization landscape.
Hands-on operator of AI tools with automation experience.
Excellent executive presence for engaging senior stakeholders.
Strong analytical skills to drive data-informed decisions.
Self-directed and comfortable in a fast-paced environment.
Responsibilities
Own the Federal Civilian go-to-market strategy and build an account strategy.
Drive direct sales with agency program offices and mission owners.
Co-sell with federal partnerships and system integrators.
Route deals through GSA Schedule resellers for compliance.
Build a measurable pipeline and meet sales targets in CRM.
Navigate government contracting processes as a core function of sales.
Develop win strategies and compelling responses to RFPs.
Utilize AI-driven tools for monitoring and streamlining sales efforts.
Represent Deepgram at industry events and influence public sector AI trends.
Partner cross-functionally to accelerate revenue and remove obstacles.
Benefits
Collaborative work environment with cross-functional teams.
Exposure to cutting-edge AI technologies and governmental frameworks.
Opportunities to influence AI adoption in the federal sector.
Professional development through attendance at industry conferences.
Ownership of pipeline and sales strategy with measurable impact.
Full Job Description
What you'll do
Own the Federal Civilian go-to-market strategy. Build and execute a named-account strategy for target agencies; including agency mission mapping, account plans, and stakeholder engagement across program, technical, and contracting stakeholders.
Drive direct, partner-assisted, and channel-enabled motions:
Direct: Prospect, qualify, and close opportunities directly with agency program offices and mission owners.
Partner-assisted: Co-sell with Deepgram's Federal Partnerships team and named SIs/primes already embedded in an agency's delivery contract.
Channel-enabled: Route and manage deals through GSA Schedule resellers to meet agency purchasing requirements.
Build a measurable, quota-carrying pipeline. Meet quarterly and annual targets, instrument the pipeline end-to-end in CRM, and own the number.
Navigate government contracting mechanics - RFIs, RFPs, sole-source/J&A justifications, GSA Schedule ordering - as a normal part of the sales motion, not an afterthought.
Build the win strategy for each opportunity. Work with Sales and Applied Engineering to develop compliant, compelling responses to competitive and sole-source opportunities.
Be AI-native in how you work. This is a defining part of the role. Examples:
Agents that monitor agency budget, RFP, and award signals (SAM.gov, USASpending, agency IT modernization roadmaps) and auto-draft account briefs.
Automated pipeline hygiene and next-best-action recommendations tied to CRM.
AI-generated, agency-specific outreach and proposal content.
Data pipelines that join CRM with public procurement data to surface the next opportunity before an RFP drops.
Represent Deepgram externally at civilian-agency industry days, conferences (ACT-IAC, AFCEA, GITEC), and customer events. Carry a consistent point of view on where federal voice AI adoption is heading.
Partner cross-functionally inside Deepgram. Work closely with Federal Partnerships, Applied Engineering and Legal to remove friction and accelerate civilian-agency revenue.
Report on what matters. Own your pipeline dashboard: sourced pipeline, partner-influenced pipeline, closed/won revenue, and forecast accuracy; with crisp, honest narratives each month and quarter.
What you bring
Must be a U.S. citizen.
5+ years of full-cycle sales experience, with at least 3 years directly selling to Federal Civilian agencies (enterprise SaaS/technology sales strongly preferred).
Demonstrated track record of meeting or exceeding quota in complex, multi-stakeholder federal sales cycles.
Experience building a federal territory or book of business from early-stage or zero - not inheriting a mature book.
Strong command of how civilian agencies buy: program offices, contracting officers, GSA Schedule ordering, BPAs/IDIQs, and how deals actually get funded and staffed.
Fluency with the broader federal AI/modernization landscape; EO 14058 customer experience mandates FedRAMP, agentic AI, and CCaaS/contact-center ecosystems.
Hands-on AI-native operator. You use AI tools daily, have built automations or workflows that replaced meaningful manual effort, and can show us.
Excellent executive presence and comfortable engaging senior government stakeholders and Deepgram's own leadership.
Analytical rigor. You instrument your pipeline, tell the truth with data, and translate numbers into decisions.
Self-directed, high-ownership, and comfortable operating in a fast-moving, ambiguous environment.
It would be great if you also had
An active security clearance is a bonus, not a requirement - helpful for select civilian agency components with sensitive programs, though the large majority of Federal Civilian work does not require one.
Existing relationships with stakeholders inside at least two target civilian agencies, and/or the reseller ecosystem.
Direct experience closing a novel or first-of-kind deal at a civilian agency.
Background selling speech/voice AI, contact-center, or developer-first API products.
Familiarity with sales methodologies such as Shipley or Solution Selling in government contexts.
Experience building internal AI tooling for a sales or revenue workflow.
