Founding Head of Business Development & Sales

About the Role

Join us as the Founding Head of Business Development & Sales at an innovative AI-driven SaaS startup aiming to revolutionize the government contracting landscape. Our platform empowers small and mid-sized government contractors by analyzing procurement data, competitive landscapes, and partnership opportunities to enhance win rates and revenue growth.

Key Responsibilities

• Lead all revenue-generating efforts from initial prospecting to closing contracts.
• Design and implement an effective go-to-market strategy.
• Utilize your existing connections within the government contracting ecosystem to create qualified sales opportunities.
• Forge strong relationships with executives at small and mid-sized government contractors.
• Maintain and expand a robust sales pipeline.
• Identify and nurture strategic partnerships, including channel and referral collaborators.
• Represent the organization at relevant industry events and networking functions.
• Collaborate closely with founders to refine messaging, pricing, positioning, and inform product development.
• Develop standardized sales methodologies, playbooks, and forecasting processes.
• Assist in recruiting and mentoring future sales team members as the company scales.

Candidate Profile

• Proven experience in B2B SaaS sales.
• Background in startups with a passion for building from the ground up.
• Established network within government contracting, federal procurement, GovCon technology, or related sectors.
• Deep understanding of how government contractors detect, pursue, and secure opportunities.
• Consistent track record of surpassing revenue targets.
• Comfortable working closely with founders and handling diverse responsibilities.
• Ability to excel in uncertain environments and act swiftly.
• Exceptional communication and relationship management skills.
• Highly self-motivated, resourceful, and accountable.

Desirable Qualifications

• Experience selling to government contractors’ capture, proposal, or business development teams.
• Familiarity with federal procurement platforms and data sources like SAM.gov, GovWin, FPDS, and USAspending.
• Knowledge in selling AI, analytics, or workflow software.
• Background in building sales organizations from inception.
• Existing connections with GovCon consultants, teaming advisors, proposal firms, or industry associations.

Compensation and Growth

• Opportunity for meaningful equity stake as a founding team member.
• Competitive commission structure on closed deals during pre-funding phase.
• Involvement in shaping long-term commercial strategy.
• Post-funding transition to competitive executive salary plus incentives and continued equity participation.

Why Work With Us

• Be a cornerstone member of a pioneering AI startup.
• Influence product directions and company strategy from the earliest stages.
• Leadership opportunities with substantial equity and flexible remote work setup.
• Chance to redefine government contracting processes through AI innovation.

Success Milestones in Your First Year

• Develop a reliable pipeline of qualified opportunities.
• Close flagship early customers.
• Establish lasting strategic partnerships generating continuous referrals.
• Create scalable sales processes and formal playbooks.
• Gain recognition as a trusted leader in the government contracting community.
• Lay the commercial groundwork for a fast-growing AI company.

Additional Information

This role requires someone excited by startup challenges and ready to leverage a strong network in government contracting. Candidates should apply with a resume and a brief cover letter detailing their relevant industry experience, existing relationships, and motivation for joining a founding team at this stage.