Federal Growth Lead, Fourth Estate
This is the employer's own posting, not a copy on a job board.
What we know
Is it still open?
Confirmed still open
Last checked 2d ago — checked against the employer's own applicant tracking system, which is the company answering directly.
We re-read the employer's own applicant tracking system and the posting was still there. That is the company answering directly.
How old is it?
Posted 13d ago
The date the source published, not the day we noticed it (2026-10-20). Last seen at its source just now.
We have tracked this listing since 20 Oct 2026 (13 days). The employer's own board has carried it every time we have read it, most recently just now.
Is it remote?
New York or Washington, DC (or Remote, US)
That is the location the employer filed this posting under. Quoted as written — we do not re-word the source's own location.
Who may apply?
United States
The description states no restriction of its own. This is the source's own tag.
Pay not stated
Similar roles pay $115k–180k/yr
Middle 50% of 121 listings that do state pay — Sales & Marketing · Lead · United States · USD/year. This employer has published no salary; this is what comparable listings we hold disclose, never converted between currencies or periods. How this is calculated.
Skills named in the ad
Recognised terms only, from a fixed vocabulary — this is what CV matching compares against.
Carried by 1 source
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Greenhouse employer's own board first seen 13d ago · last seen just now
The listing
Federal Growth Lead, Fourth Estate
Location: New York or Washington, DC preferred. Remote anywhere in the U.S. considered.
Travel: 20-40% if based in NYC or DC; 50%+ if remote.
Compensation: 200K–250K base + commission + equity
About the Client
A venture-backed software company replacing the legacy systems federal agencies run on with modern, AI-native software. Its systems of record are already live across federal civilian agencies and inside the Department of War, and revenue has grown many times over this year. Backed by top-tier venture investors, with teams in New York and Washington, DC.
About the Role
Fourth Estate agencies don't make headlines the way the military services do, but they own the enterprise systems and shared infrastructure every service depends on. A win here travels: DISA's networks touch nearly every DoD system, and DLA alone obligates tens of billions of dollars a year.
The company already has a foothold in the department, running on the same kind of enterprise-grade authorization and hosting infrastructure the Fourth Estate maintains for the rest of DoD. You will own the full sales cycle across the Fourth Estate and turn that early credibility into a repeatable land-and-expand motion: land one agency, then expand from there.
Responsibilities
- Own the full sales cycle end to end, from outbound prospecting through demos, proposals, negotiation and close.
- Build strategic account plans, with DLA, DISA and DFAS as priorities, and a repeatable approach across the territory.
- Navigate Fourth Estate procurement pathways, including GSA MAS, IDIQs, BPAs, OTAs and agency-specific task orders.
- Build direct relationships with program offices, IT and infrastructure stakeholders, and contracting officers across Fourth Estate agencies.
- Lead discovery sessions and in-person demos tailored to enterprise and shared-services workflows, without sales engineering support.
- Partner with the proposal, capture and design teams on solicitation responses and pricing.
Must-Haves
- Deep experience in or with Fourth Estate agencies, whether inside one, as a contractor, or selling into them.
- A record of building accounts from zero and closing complex, multi-stakeholder deals against a quota. Current relationships and what you have personally built count for more than a years-of-experience number.
- Fluency with defense agency procurement vehicles and enterprise IT buying and authorization cycles.
- The appetite to be an individual contributor: prospecting, carrying an ambitious number, and owning the deal from first call to transition into delivery.
- Comfort demoing software on your own, and working fluency with tools like Salesforce.
- U.S. citizenship, given the security and eligibility requirements tied to Department of War contracts.
Nice-to-Haves
- An active U.S. security clearance. TS/SCI eligibility preferred.
- Strong existing relationships within DISA, DLA or DFAS. Other Fourth Estate agencies are a plus.
- Experience selling enterprise IT modernization, logistics or shared-services platforms into large, distributed government organizations.
Not a Fit
- You want a book that's already built. This is a standing start and most of the map is open.
- You are only interested in agencies with name recognition. Fourth Estate wins are often the highest-leverage in the department, because they cascade to every service.
- You would rather sell one product to one customer than a shared-services capability to an agency serving the entire department.
Represented by Sitreps. The company's name is shared on the first call. Contact wyatt@sitreps.com.