Deal Strategy, USG & Prime Partnerships at Nominal

Washington, District of Columbia, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Government, SaaS, DefenseIndustries

Requirements

Cross-functional strategist who thrives at the intersection of legal nuance, government contracting, and commercial creativity
Deep experience with USG procurement mechanisms and SaaS or commercial contract structures
Direct experience as a contracting officer or in a comparable acquisition leadership role
Prior experience at an emerging or growth-stage startup is strongly preferred
Comfortable in ambiguity, with a bias to action and pride in shaping first-of-their-kind deals and frameworks
Skilled at cultivating durable relationships with contracting officers, acquisition leads, and prime partners
Clear, precise communicator able to adapt across stakeholders

Responsibilities

Architect U.S. Government and Large Prime Deals: Own end-to-end structuring of complex USG and large prime commercial deals from pre-solicitation shaping to execution
Translate commercial SaaS models into government-aligned pricing and licensing strategies
Proactively generate contracting strategies across OTAs, CSOs, IDIQs, GSA schedules, multiple-award vehicles, teaming agreements, and value-added resellers
Define and evolve Nominal’s USG pricing strategy, balancing contract risk, delivery realities, and commercial growth
Lead development of Nominal’s USG contracting playbook, including preferred terms, fallback positions, and negotiation strategies for FAR, DFARS, teaming agreements, and subcontracts
Ensure repeatability by codifying clause reviews and standard negotiation guidance, reducing reliance on ad hoc expertise
Partner with Legal and BD leadership to establish templates and scalable contracting frameworks
Serve as “Contracting Officer (KO) Success” lead, acting as the translation layer between Nominal teams and government KOs, KORs, and other acquisition leads
Build trusted relationships with acquisition counterparts, ensuring Nominal is positioned for renewals and expansions
Partner with proposal teams to shape white papers, pricing models, and deal structures before formal submissions
Serve as Facility Security Officer (FSO), overseeing maturation of Nominal’s industrial security program
Manage compliance programs and interface with the USG on security and classification requirements
Work with Legal to shape relevant areas of employee compliance training
Lead contracting strategy and success for large prime and reseller partnerships across both USG and commercial business
Develop strategies for leveraging value-added resellers and large resellers to expand Nominal’s routes to market
Support teaming agreements and prime contracts to ensure Nominal’s success in joint pursuits

Skills

Key technologies and capabilities for this role

FARDFARSOTAsCSOsIDIQsGSA SchedulesTeaming AgreementsSaaS PricingContract NegotiationPricing StrategyGovernment AcquisitionsBusiness Development

Questions & Answers

Common questions about this position

What is the employment type for this role?

This is a full-time position.

Is this role remote or does it require office presence?

This information is not specified in the job description.

What experience is required for this Deal Strategy role?

The role requires experience operating inside government acquisitions and in the commercial SaaS or government-tech ecosystem, with knowledge of USG contracting strategies like OTAs, CSOs, IDIQs, GSA schedules, FAR/DFARS, teaming agreements, and industrial security.

What does the team structure look like for this position?

This role sits at the intersection of Legal, Security, and Business Development, involving partnership with Legal and BD leadership, proposal teams, and acting as the translation layer with government Contracting Officers.

What makes a strong candidate for this Deal Strategy lead role?

A strong candidate has operated inside government acquisitions and in the commercial SaaS or government-tech ecosystem, can immediately deliver value, and is capable of architecting complex USG deals, building playbooks, managing industrial security, and serving as FSO.

Nominal

Software tools for engineering hardware systems

About Nominal

Nominal.io provides software tools designed specifically for engineering teams working with complex hardware systems. Their platform allows these teams to test and deploy hardware systems significantly faster than traditional methods, making it particularly beneficial for industries such as aerospace, defense, energy, and telecommunications, where hardware performance is critical. The platform consolidates data from various sources, enabling engineers to monitor and analyze their systems effectively in a secure environment. Unlike many competitors, Nominal.io focuses on a niche market with high demands for reliability, offering a software-as-a-service (SaaS) model that ensures clients have continuous access to the latest features. The company's goal is to enhance the resilience and performance of hardware systems, positioning itself as a key partner for engineering teams looking to improve their deployment processes.

Austin, TexasHeadquarters

2022Year Founded

$26.7MTotal Funding

SERIES_ACompany Stage

Industrial & Manufacturing, Enterprise Software, Aerospace, DefenseIndustries

51-200Employees