KEY RESPONSIBILITIES
Build federal pipeline from scratch, identify, research, and pursue new opportunities across DoD and IC agencies through cold outreach, SAM.gov, conferences, and procurement boards
Lead capture campaigns end-to-end, pipeline development, positioning, teaming, proposal development, and contract execution
Cultivate relationships with acquisition leaders, program managers, system integrators, and innovation organizations, including DIU and AFWERX
Craft compelling, compliant responses to RFPs and RFIs via SAM.gov in partnership with solutions engineering and product teams
Shape requirements and influence early-stage opportunities through insight into mission gaps, emerging CONOPS, and acquisition timelines
Close complex, multi-stakeholder federal sales cycles — navigating DoD budgeting cycles, OTA vehicles, and system integrator partnerships to secure contracts
Network relentlessly at federal cybersecurity and AI events — building relationships with CISOs, PMs, and procurement leads in the D.C. area and beyond
Bring market feedback to leadership to help shape Dynamo's federal strategy, positioning, and partnerships
REQUIREMENTS
Must-Have
5–10 years of experience selling cybersecurity, AI, or infrastructure software to the U.S. Federal Government — non-civilian agencies only (DoD or Intelligence Community)
Direct experience selling into the U.S. Army, Air Force, or IC, civilian-only backgrounds will not be considered
Deep understanding of federal acquisition processes, FAR/DFARS, OTA, SBIR/STTR, and the DoD budgeting cycle
Track record of building a pipeline from scratch and closing seven-figure deals without SDR support
Ability to translate technical AI/ML, data security, and cloud infrastructure solutions into clear mission outcomes
Established network within the defense innovation ecosystem, program offices, PEOs, acquisition commands, prime contractors, and system integrators
Excellent written and verbal communication, experience briefing senior leaders, and building consensus across diverse audiences
Based in the Washington, D.C. / Northern Virginia area, must be able to attend events and meetings on an impromptu basis
U.S. citizenship required, must be able to pass a background check
Willingness to travel 25–30% for conferences, on-site meetings, and industry events
Nice-to-Have
Existing network within the Department of Defense, Army, Air Force, or Intelligence Community
Experience at a startup after a larger company, ideal path is large company → startup → large company → startup
Knowledge of AI/ML infrastructure, LLMs, or data security frameworks
Active or pathway to U.S. Secret or Top Secret/SCI clearance
Experience leading or responding to RFI/RFP processes for AI or cybersecurity solutions