Federal Civilian GTM Leader at Coalition

San Francisco, California, United States

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Not SpecifiedCompensation

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

Full TimeJob Type

UnknownVisa

AI, Government, Federal CivilianIndustries

Requirements

10+ years of progressive experience in federal tech sales, with 5+ years focused specifically on the federal civilian market
Demonstrated track record of success consistently achieving and exceeding multi-million dollar sales quotas within the federal space
Mandatory Closing Experience: Proven, hands-on experience closing significant, complex enterprise software deals at one or more of our key target agencies (HHS, Treasury, DoJ, VA, DHS, DoT, etc.)
Executive Credibility: Established track record of successfully managing and influencing CIO/CTO-level relationships within the federal government
Leadership Experience: Prior experience in managing, mentoring, or leading a sales team or direct reports
Domain Expertise: Strong understanding of the federal acquisition process, contracting vehicles (GWACs/IDIQs), and annual budget cycles
Have experience selling advanced, deeply technical solutions, specifically artificial intelligence (AI), machine learning (ML), or data science platforms
Were a software engineer, sales engineer, or technical consultant who moved into a go-to-market role to be closer to the customer's mission
Thrive in ambiguous, high-intensity environments and exhibit the drive and grit required to win consistently in a fast-paced, cutting-edge startup
Hold an active Top Secret security clearance (or ability to obtain one)

Responsibilities

Drive revenue for the federal civilian sector, owning the annual sales quota and the entire sales cycle, from multi-year federal government acquisition strategy to strategic prospecting, contract close and activation
Secure major contracts with a direct focus on our most critical target agencies, including the Department of Health and Human Services (HHS), Department of the Treasury, Department of Transportation (DoT), and other high-priority civilian departments
Establish and maintain CIO/CTO-level relationships, serving as a trusted advisor on complex AI, digital modernization, and mission-critical technology initiatives
Partner with Product and Engineering to refine the federal GTM strategy, ensuring our product roadmap, positioning, and messaging align directly with agency needs and budget priorities
Navigate layered customer organizations, including working directly with C-suite executives (CIOs, CTOs), procurement, and legal stakeholders

Skills

Key technologies and capabilities for this role

Go-to-MarketSalesRevenue GenerationExecutive RelationshipsAccount StrategyFederal SalesContract NegotiationGovernment AcquisitionProspectingQuota Ownership

Questions & Answers

Common questions about this position

Is this role remote or onsite?

The position is onsite.

What experience is required for this role?

Candidates need 10+ years of progressive experience in federal tech sales, with 5+ years focused on the federal civilian market, a track record of exceeding multi-million dollar sales quotas, proven experience closing complex enterprise software deals at key agencies like HHS, Treasury, DoJ, VA, DHS, or DoT, and executive credibility with CIOs/CTOs.

What is the salary or compensation for this position?

This information is not specified in the job description.

What is the team like at Cognition?

The team is small and talent-dense, composed of world-class competitive programmers, former founders, and leaders from companies at the cutting edge of AI.

What makes a strong candidate for this role?

A strong candidate has hands-on experience closing significant, complex enterprise software deals at key target agencies like HHS, Treasury, DoJ, VA, DHS, or DoT, along with executive credibility to establish and maintain CIO/CTO-level relationships.

Coalition

Active insurance and cybersecurity risk management

About Coalition

Coalition provides Active Insurance, which combines insurance coverage with cybersecurity tools to help businesses prevent digital risks. Their main product, Coalition Control, is a platform that offers automated cyber alerts, expert guidance, and third-party risk management to help businesses manage potential cyber attacks. Coalition stands out from competitors by integrating insurance with proactive cybersecurity measures, rather than just offering reactive coverage. The company's goal is to empower businesses to mitigate cyber threats effectively and enhance their overall security posture.

San Francisco, CaliforniaHeadquarters

2017Year Founded

$749MTotal Funding

SERIES_FCompany Stage

Cybersecurity, Financial ServicesIndustries

501-1,000Employees

Benefits

Enjoy a highly fulfilling, mission-driven culture

Health, dental, and vision benefits for you and your family

Life insurance and disability benefits

Paid parental leave

401(k) plan

Wellness and commuter benefits

Flexible working hours

Open vacation days

We embrace distributed work; some benefits will vary by location

You are an owner. We offer stock options to each of our employees

Risks

Integration challenges from Jumbo acquisition may divert focus from core operations.

Increased competition from Hawk AI could impact Coalition's market share.

Regulatory scrutiny from insurance carrier acquisition may affect operational efficiency.

Differentiation

Coalition is the first Active Insurance provider, integrating insurance with cybersecurity tools.

Coalition Control offers automated cyber alerts and third-party risk management globally.

Coalition Security Labs provides cybersecurity education and insights to policyholders and the security community.

Upsides

Coalition raised $250 million in Series F funding, boosting growth potential.

Acquisition of Jumbo enhances Coalition's B2B cyber insurance capabilities.

Rising cyber threats increase demand for Coalition's comprehensive cyber insurance solutions.

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