Federal Civilian GTM Leader jobs in United States
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Cognition · 1 month ago

Federal Civilian GTM Leader

positionWashington DC
timeFull-time
remoteOnsite
senioritySenior Level, Lead/Staff
date10+ years exp

Cognition is an applied AI lab building end-to-end software agents. As the Federal Civilian GTM Leader, you will be responsible for generating new revenue, building executive relationships, and leading account strategy across the civilian sector, focusing on securing major contracts with key agencies.

Artificial Intelligence (AI)Foundational AIGenerative AIInformation TechnologyInternet
badNo H1BnoteSecurity Clearance RequirednoteU.S. Citizen Onlynote

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

Qualification

Federal tech salesClosing enterprise software dealsCIO/CTO relationship managementFederal acquisition processSales team leadershipArtificial intelligenceMachine learningData science platforms

Required

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

Preferred

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)

Company

Cognition

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Cognition is an applied artificial intelligence lab that focuses on reasoning and code.
dateFounded in 2023
location
San Francisco, California, USA
people-size51-200 employees
web-link
https://www.cognition.ai

Funding

Current Stage
Growth Stage
Total Funding
$896M
Key Investors
Founders Fund
2025-09-08Series C· $400M
2025-03-18Series B· $300M
2024-04-24Series A· $175M

Leadership Team

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Walden Yan
Co-Founder
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