GTM Lead - Government (DoD)

GTM - Federal (DoD)

The defense market is surging, but the data that drives it hasn’t kept up. Companies, government, and investors are forced to perform heavily manual processes and piece together hundreds of disparate sources to make decisions. Obviant is building a data source of truth and AI tools for defense acquisition to solve this. We fuse information from thousands of sources – structured + unstructured – to provide a cohesive picture of budget, programs, the organizations running them, and much more. Whether it’s a company navigating GTM or a program manager developing capabilities, we’re providing all sides with the intelligence they need to execute effectively. We’re growing fast and backed by top funds and DoD/national security veterans.

We believe that public sector mission sets matter above anything else. If you feel the same way, we’d love for you to join us.

The Role

We’re looking for someone to be our first federal GTM hire for the DoD. You’ll be responsible for building relationships with government mission partners, understanding needs, and owning the end-to-end sales process to provide solutions. While this is first and foremost a hands-on execution role reporting directly to the CEO, depending on experience level and performance, there is an opportunity to take on a leadership role and/or additional responsibility.

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.

Qualifications

• 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

Our Working Style – Why We Might Work Well Together

• You care about government & are mission-oriented - Our work is important, and is critical to improving a system that impacts us all.

• Perseverance and endurance - Hard problems are worth solving, and solving them can take a long time. There is no such thing as exhausting all options, it’s just time to look for new ones.

• Empowerment > micro-management – We’re building a culture of high-performers. Our job is to equip them with what they need and eliminate roadblocks for them to succeed. We trust their judgment, skills, and experience from there.

• We’re collaborative and communicate well - Constructive dialogue that takes all viewpoints into account is the only way we get to the right decision. Respect, trust, and complete transparency with each other is critical - keep it all in the open

• You’re really good at what you do… but it speaks for itself – High output, no ego. Being humble is extremely important to us

• You don’t mind change and are comfortable with uncertainty - We’re deliberate about setting goals, but we’re comfortable changing course and dealing with discomfort to get there. We’re still figuring things out, and that demands being flexible and iterative.

• Work doesn’t feel like “work” to you – We’re passionate about what we’re going after, and we devote more time to it than a typical 9-5. That often means putting in extra time at night and occasionally on weekends. However, maintaining your own personal balance comes above all else, and you should establish that however you need to - flexible schedule, taking advantage of time off, or anything else you need.

• You like to move fast and have a bias towards action - Our roadmap is directional at this stage - speed and a feeling of urgency is key to prove it out. We expect each other to proactively determine what needs to get done and go for it.

• Integrity is never negotiable – Transparency, honesty, and respect comes above all else.

Benefits & Structure

• We’re a tight-knit team headquartered in Arlington, VA. We work in the office together most days, and believe being in the same place is a competitive advantage.

• 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…