Lead Partner, Sales Engineer (Public Sector)

At Black Duck Software, we empower organizations to create secure and high-quality software solutions, effectively minimizing risks while enhancing speed and productivity. As a leader in the field of application security, we provide top-of-the-line SAST, SCA, and DAST solutions that help teams swiftly identify and rectify vulnerabilities and defects in propr…

Join Black Duck Software, Inc., a leader in application security, as we empower organizations to develop secure, high-quality software. We minimize risks while enhancing speed and productivity through our industry-leading Static Application Security Testing (SAST), Software Composition Analysis (SCA), and Dynamic Application Security Testing (DAST) solutions. Our expertise ensures that development teams can swiftly identify and rectify vulnerabilities in both proprietary and open-source code, alongside AI-generated code throughout the software development lifecycle (SDLC).Position: Lead Sales Engineer (Public Sector)Location: Washington, D.C. / Northern Virginia / Remote U.S. (Public Sector territory)At Black Duck Software, we deliver True Scale Application Security, enabling organizations to build and deploy software that is not only secure but also of the highest quality. Our comprehensive AppSec platform integrates SAST, SCA, and DAST, aiding development teams in discovering and mitigating vulnerabilities across all forms of code.We proudly support customers across federal, state, and local agencies, as well as the specialized partner ecosystem that serves them.

Join Axon and Make a Difference.At Axon, our mission is to Protect Life. We are innovators tackling society’s most pressing safety and justice challenges with our ecosystem of advanced devices and cloud software. Just as our products thrive through collaboration, we believe in connecting with transparency and empathy, drawing on the diverse perspectives of our customers, communities, and each other.Life at Axon is dynamic, challenging, and impactful. Here, you’ll take ownership and lead initiatives that truly matter. Experience continuous growth as you contribute to a meaningful mission at a company that values your contributions.Your ImpactYou will architect and execute strategies that enable scalable procurement and partner-driven growth within our US Public Sector division. By expanding and refining our state and cooperative contract portfolio, activating significant commercial partnerships, and proactively addressing procurement challenges for new products, you will streamline the purchasing process, enhance market access, and drive revenue acceleration. This role is pivotal, bridging Sales, Legal, Product, Finance, and Government Affairs to convert go-to-market strategies into actionable contracting and commercialization frameworks that yield quantifiable growth.Your ResponsibilitiesLocation: This position is based in our Seattle, WA office and operates under a hybrid work model. We encourage in-person collaboration, requesting team members to be onsite Tuesdays through Fridays, while allowing flexibility to work remotely on Mondays, unless an approved workplace accommodation is in place. We believe that connection drives innovation, and our in-office culture is designed to promote meaningful teamwork, mentorship, and collective success.Reports to: Senior Director, Strategy & EnablementDirect Reports: NoneState & Cooperative Contract StrategyDevelop and implement a future-oriented state and cooperative contract strategy that aligns with go-to-market objectives; anticipate procurement needs 12–18 months ahead and establish necessary vehicles ahead of revenue timelines.Establish, enhance, and renew statewide and cooperative contracts to incorporate new products, services, and pricing models that support growth objectives.Lead negotiations for new and expanded contracts, aligning Legal, Sales, Finance, and external stakeholders to secure favorable commercial and operational terms.Manage strategic relationships with cooperative purchasing organizations...

As a Public Sector Channel Partner Manager at Asana, you will play a crucial role in driving our mission to help teams organize, track, and manage their work effectively in the public sector. You will be responsible for establishing and nurturing relationships with channel partners, ensuring they are equipped to deliver exceptional value to government clients. This position requires a strategic mindset, excellent communication skills, and a passion for public service.

About Virtru:At Virtru, we challenge the conventional wisdom of data security. Rather than simply locking data away to prevent loss or theft, we empower users to share their data intentionally while maintaining the highest levels of security, privacy, and control. Our innovative suite of data protection applications and open platform is forging a new path in the industry, enabling collaboration through our Trusted Data Format (TDF) open standard. We are not just about safeguarding data; we are reshaping the security landscape to facilitate sharing and innovation.Imagine us as the Android of data protection: a versatile platform with an open core for developers and partners to build upon, complemented by our exceptional applications that illustrate the possibilities of rethinking security from the ground up.Supported by prominent investors like Iconiq Capital, Bessemer Venture Partners, Foundry Capital, and Tiger Global, we are on a mission to help Fortune 500 companies and government agencies recognize that true data security is about enabling freedom to share, collaborate, and innovate without compromise.Compensation: $175,000-$210,000 base salary + variable compensationTeam & Position Details:As Virtru accelerates its growth in the global market, particularly within the U.S. public sector, we are seeking an accomplished Federal Sales Director. This pivotal role will serve as the primary point of contact for our U.S. public sector customers. The ideal candidate will possess strong connections with key decision-makers in federal agencies and a proven track record in software sales to the Federal Government.Key Responsibilities:Oversee and manage a growing portfolio of Virtru’s Federal Department of Defense (DoD) clients.Collaborate closely with the head of the federal organization as part of a dynamic federal team.Develop and maintain a robust annual plan to meet and exceed sales quotas.Consistently achieve or surpass your assigned sales targets.Foster relationships with value-added resellers and system integrators to enhance sales efforts.Utilize consultative sales techniques to assist in defining project requirements.Conduct product demonstrations for prospective clients and existing customers.Lead the creation and strategic direction of proposals, particularly focusing on pricing and cost volumes.Identify and construct detailed responses to secure relevant RFPs.

Join Celonis, the premier innovator in Process Intelligence technology and one of the fastest-growing SaaS companies globally. Our mission is to revolutionize productivity by integrating AI, analytics, and intelligence into core business processes. Are you ready to be part of this transformative journey?The Team:As an Account Executive within our dynamic enterprise sales team, you will play a vital role in driving growth through the acquisition of new clients in the U.S. Public Sector. This specialized position is focused on extending our influence and presence across government and public institutions. By leveraging state-of-the-art solutions and effective sales methodologies, you will collaborate with Value Engineers, Business Development Representatives, and other cross-functional teams to identify and capture high-value business opportunities.The Role:Your main goal will be to establish and expand our market presence by tapping into previously unexplored opportunities within the region. As a key player in new business sales, you will be instrumental in our strategy to enhance market share through targeted client acquisitions. Key responsibilities include:Identify and nurture new business opportunities within your assigned client portfolio.Build and strengthen relationships across various organizational levels, engaging with executives and decision-makers to assess their needs.Analyze the strategic and operational demands of your target accounts and effectively communicate how Celonis can fulfill them.Guide the sales process through a structured approach encompassing prospecting, initial contact, qualification, client engagement, needs analysis, solution presentation, and deal closure.Collaborate with Value Engineering or conduct detailed presentations and demonstrations tailored to specific use cases, illustrating the value of our solutions.Develop strong partnerships, especially with leading consulting firms, SaaS partners, and the Big Four.Work closely with your virtual team, including business development representatives, value engineers, partner managers, and marketing specialists, to ensure seamless collaboration and success.

Join Wiz, a pioneering force in cloud security, as a Senior Solutions Engineer dedicated to the Public Sector. In this role, you will be instrumental in supporting our Federal Civilian and DoD customers, collaborating closely with regional account executives to reshape their perspectives on cloud security. As their trusted advisor, you will provide insights on cloud security across AWS, Azure, and GCP, ensuring they derive maximum value from our innovative solutions. Embrace your passion for technical sales and contribute to the success of organizations transitioning to secure cloud environments.

Join Scale AI, a leader at the forefront of the artificial intelligence industry, where we enhance the world's premier generative AI and large language models through extensive model evaluations, human-powered supervised fine-tuning datasets, and cutting-edge reinforcement learning with human feedback.As our Public Sector team expands in the Generative AI domain, we are on the lookout for a Strategic Projects Lead to spearhead impactful projects that foster revenue growth and innovative experimentation. This role will involve collaboration across operations, engineering, and customer engagement to deliver exceptional training and evaluation datasets for Large Language Models tailored to our Public Sector clientele.This position presents a unique opportunity to significantly influence the convergence of AI and national security. You will be instrumental in constructing Generative AI data-labeling pipelines from inception, developing operational processes to manage and enhance our expert data workforce, and innovating technology-driven strategies (such as scripting, prompt engineering, and hybrid data approaches) to elevate the quality of our training and evaluation datasets. Collaborating closely with our internal machine learning specialists and external stakeholders, you will ensure our data empowers the development of mission-critical AI applications.

Join Scale AI at the cutting edge of the artificial intelligence revolution, where we empower the U.S. government to harness AI for critical national security missions. We are developing enterprise-grade generative AI solutions that are operationally impactful. Our Global Forward Deployments (GFD) organization serves as a vital horizontal layer across the company, integrating Engineering, Product, Design (EPD), Delivery, and Go-To-Market (GTM) teams. As our business expands, we are enhancing the GFD Project Management Office (PMO) to provide clarity amidst ambiguity by uniting teams, orchestrating cross-functional workstreams, and ensuring alignment on priorities across the organization. As a Technical Program Manager in this evolving PMO, you will lead diverse initiatives by collaborating closely with Infrastructure & Security, Product, Software Engineering, Machine Learning, Mission/Field Engineering, Delivery, and GTM teams. Your primary objective will be to integrate engineering roadmaps, client delivery timelines, and security constraints to facilitate successful deployments in complex, isolated environments.

Join Anaplan, a pioneering team dedicated to revolutionizing business decision-making through our cutting-edge AI-driven scenario planning and analytics platform, empowering our clients to surpass their competitors and the market landscape.At Anaplan, the shared commitment to our customers’ success and our Winning Culture unites us across teams and regions.Our prestigious clientele includes Fortune 50 leaders like Coca-Cola, LinkedIn, Adobe, LVMH, and Bayer, among over 2,400 global enterprises that trust our top-tier platform.Our Winning Culture fuels our innovative teams, celebrating diversity of thought and fostering leadership at all levels. We are dedicated to achieving ambitious goals and take pride in celebrating our successes, both large and small.With a foundation built on being strategy-led, values-focused, and executionally disciplined, you will find inspiration, connection, development, and reward here. We welcome your unique qualities; join us in shaping the future together!We are looking for a driven Enterprise Account Executive for the Public Sector in the Pacific Northwest to join our dynamic sales team. In this role, you will utilize your successful track record in selling complex SaaS solutions to champion our incredibly adaptable and robust platform. If you have a competitive, hunter mindset and a passion for success, we want to hear from you. You will play a key role in our growth by spearheading digital transformation and enabling industry leaders to overcome siloed decision-making.Reporting directly to the Regional Vice President (RVP), you will manage a territory that includes both new opportunities and existing Anaplan customers. This role requires a unique individual who can hunt for and secure new clientele while also identifying and expanding opportunities within our current customer base.

Sentinel Labs seeks a Public Sector Communications Intern based in Washington, DC. This internship centers on supporting communications efforts that help build and maintain relationships with government partners. Role overview Interns collaborate with experienced communications professionals and contribute to projects aimed at engaging public sector audiences. The position offers hands-on exposure to the strategies and practices used in government-focused communications. What you will do Assist with communications initiatives designed for government partners Work alongside team members to support ongoing projects Gain practical experience in public sector communications tasks Location This role is based in Washington, DC.

At Scale AI, we are witnessing rapid growth within our Public Sector customer base, and we are seeking a dedicated Technical Program Manager to transform these partnerships into long-lasting collaborations. As a pivotal member of our Public Sector Delivery team, you will be the driving force behind innovation, diving into technical complexities, and facilitating impactful change. You will take a hands-on leadership approach, addressing customer concerns, aligning internal teams through data and analytics, and developing tools that provide direct value to our Public Sector clients. Your efforts will ultimately support our customers' AI/ML ambitions, ensuring they receive exceptional benefits from our solutions. Your natural inclination is to explore both technological frameworks and organizational processes to devise effective and efficient solutions. You prioritize not just immediate fixes but also scalable and repeatable strategies that guarantee the successful fulfillment of customer objectives. With a proven track record of guiding technical projects to fruition and championing sustainable organizational change, you bring empathy and emotional intelligence to your work. Your ability to foster long-term relationships is built on diligent problem-solving, domain expertise, and strategic, thoughtful discussions.

Okta secures identity for organizations navigating the evolving landscape of AI and digital transformation. The company’s mission centers on building trusted infrastructure that supports both human and AI identities, with a special focus on the public sector. Role overview The Director of Customer Success for Public Sector leads Okta’s efforts to deliver exceptional experiences for federal and public sector clients. This position manages a team of Customer Success Managers, ensuring a consistent approach across government accounts. The director shapes and drives strategies that help customers realize value quickly, which supports renewal and growth for Okta’s largest public sector relationships. This is a highly visible and strategic role, requiring frequent collaboration with customers, partners, and internal teams. The work directly influences customer outcomes and Okta’s business results in the public sector. Key responsibilities Vision and Strategy: Develop and champion a comprehensive customer success approach for federal and public sector clients. Focus on accelerating time-to-value, increasing retention, and identifying new opportunities for account expansion. Team Leadership: Build, coach, and support a team of managers and Customer Success Managers. Guide the team to deliver consistent value and achieve high standards in customer satisfaction, adoption, and retention within the public sector portfolio. Collaboration and communication Success in this role depends on strong communication skills and the ability to balance strategic planning with hands-on program execution. The director works closely with both external clients and internal Okta teams to align on goals and deliver results.

Empowering Every Identity, from AI to HumanAt Okta, we recognize that identity is fundamental to unlocking the full potential of artificial intelligence. Our mission is to secure AI by establishing a trusted, neutral infrastructure that allows organizations to embrace this transformative era safely. This endeavor requires a passionate commitment to solving intricate challenges with real-world implications. We seek builders and innovators who work with speed, urgency, and a commitment to excellence.Join us to embark on a career-defining opportunity. If you share our mission, we want to hear from you.About the TeamThe Technical Account Management team is a global collective of Okta product experts dedicated to driving our growth by ensuring the success of our existing customers. We rise to the challenge by reinforcing our technical proficiency and deepening our understanding of each customer's unique ecosystem. Our role goes beyond addressing current issues; we also anticipate and innovate for future needs. The TAM serves as a trusted identity coach, empowering customers to implement secure, scalable, and transformative identity solutions. Collaborating closely with Okta’s Customer Success and Account teams, we foster enduring success through enhanced technical capabilities.The OpportunityAs a Specialist, Technical Account Manager (TAM) for Okta’s Workforce Identity Cloud (WIC) and Customer Identity Solutions (CIS), you will act as a trusted technical advisor and advocate for our most strategic customers. This position is pivotal in ensuring clients derive maximum value from their investments in Okta’s Workforce and Customer Identity solutions. You will work collaboratively with cross-functional teams, including engineering, product, customer success, and sales, to promote technical adoption, enhance solution performance, and deliver an outstanding customer experience.This role falls within the Public Sector team, focusing on federal, state, and local government organizations, as well as educational institutions, with an emphasis on compliance with government standards, including FedRAMP and sector-specific IAM requirements.Key Responsibilities:Establish and maintain deep, long-lasting relationships with strategic customers as their primary technical advisor.Provide expert guidance on the implementation and optimization of Okta’s Workforce Identity and Customer Identity solutions.Collaborate with customers to craft identity strategies that align with their business goals.Gain customer trust by understanding their objectives and use cases, and recommend best practices for process improvements.

Empower Every Identity, from AI to HumanAt Okta, we believe that identity is the cornerstone of unlocking AI's potential. We secure AI through the development of a trusted, neutral infrastructure, allowing organizations to confidently navigate this transformative era. We seek innovators and leaders who act swiftly, prioritize urgency, and execute with precision.This is a chance to engage in work that can define your career. If you share our commitment to this mission, we want to hear from you.About OktaOkta is recognized as The World’s Identity Company. Our platforms deliver secure access, authentication, and automation, integrating identity at the heart of business security and growth. We welcome lifelong learners who can enrich our team with diverse perspectives. Join us in creating a world where identity is truly yours.While Okta provides identity and access management solutions across all sectors, we emphasize a specialized focus on the Public Sector.Position OverviewWe are in search of a Senior Product Marketing Specialist to spearhead our go-to-market strategy within the Public Sector. This role is designed for an individual contributor who possesses deep expertise in our Federal audience.The ideal candidate will be a strategic thinker, a captivating storyteller, and an effective cross-functional leader. Responsibilities include defining our messaging and positioning, crafting engaging content, and equipping our sales team for success in the Public Sector market.Key ResponsibilitiesGo-to-Market Strategy: Champion the go-to-market strategy for Okta's Public Sector solutions.Messaging and Positioning: Create clear, compelling, and differentiated messaging for our Public Sector audience.Content Creation: Develop diverse content types, including presentations, datasheets, whitepapers, blog posts, and website copy to bolster demand generation and sales enablement.Sales Enablement: Design and deliver training and tools that empower our sales team to effectively engage with the Public Sector.Market Intelligence: Gain deep insights into the Public Sector market, understanding customer needs, market trends, and the competitive landscape.Cross-Functional Leadership: Collaborate with various teams to ensure cohesive messaging and strategy alignment.

About Glean:Established in 2019, Glean is a cutting-edge AI-driven knowledge management platform that empowers organizations to swiftly locate, organize, and disseminate information within their teams. By seamlessly integrating with platforms such as Google Drive, Slack, and Microsoft Teams, Glean ensures that employees can access crucial knowledge precisely when they need it, enhancing productivity and collaboration. Our advanced AI technology streamlines knowledge discovery, enabling teams to effectively harness their collective intelligence.Born from the vision of Founder & CEO Arvind Jain, Glean addresses the prevalent challenges employees encounter in accessing and comprehending workplace information. Witnessing the difficulties posed by fragmented knowledge and a multitude of SaaS tools that hinder productivity, he envisioned a superior solution: an AI-powered enterprise search platform designed to facilitate intuitive access to essential information. Glean has since transformed into the premier Work AI platform, merging enterprise-level search capabilities, AI assistance, and robust application- and agent-building functionalities to revolutionize the way employees work.About the Role: We are seeking a Federal Account Executive to spearhead our Public Sector defense industrial base (DIB) initiatives—focusing on defense primes, key integrators, and contractors that create and manage mission-critical systems for U.S. Federal agencies.This role encompasses strategic, full-cycle enterprise sales. You will be responsible for managing a targeted set of high-value accounts, establishing the DIB/federal-adjacent strategy, and finalizing intricate, multi-stakeholder SaaS and AI agreements.Glean is currently pursuing FedRAMP authorization, though we have not yet achieved this status.

At PsiQuantum, we are on a groundbreaking mission to create the first truly functional quantum computers—machines that could finally unlock the potential that the field has long envisioned. Since our inception in 2016, we have been dedicated to building and deploying million-qubit, fault-tolerant quantum systems.Quantum computers leverage the principles of quantum mechanics to tackle challenges that even the most sophisticated supercomputers or AI systems cannot address. Their transformative effects will resonate across various sectors, including energy, pharmaceuticals, finance, agriculture, transportation, and materials.Our innovative architecture is founded on silicon photonics. By harnessing the capabilities of the advanced semiconductor manufacturing industry—partnering with leaders like GlobalFoundries—we utilize the robust processes that already produce billions of chips for telecommunications and consumer electronics. Photonics offers unparalleled scalability: photons are unaffected by heat, immune to electromagnetic interference, and seamlessly integrate with existing cryogenic cooling and standard fiber-optic infrastructures.In 2024, PsiQuantum announced significant government-funded initiatives aimed at establishing our inaugural utility-scale quantum computers in Brisbane, Australia, and Chicago, Illinois. These projects highlight the growing acknowledgment that quantum computing will be a defining force, both strategically and economically, and that the time to scale these technologies is now.Additionally, PsiQuantum develops the essential algorithms and software that will render these systems commercially viable. Our application, software, and industry teams collaborate closely with top Fortune 500 companies—including Lockheed Martin, Mercedes-Benz, Boehringer Ingelheim, and Mitsubishi Chemical—to prepare quantum solutions for tangible real-world impact.Quantum computing symbolizes a fundamental evolution beyond classical computing—it represents a pivotal shift and a pathway to conquering challenges that cannot be resolved through conventional means. The potential is vast, and we have a clear strategy to realize it.Join us on this extraordinary journey.

Databricks is on the lookout for a dynamic and pragmatic attorney to join our team as Legal Counsel for the Public Sector. In this pivotal role, you will support our U.S. federal and SLED sales and go-to-market teams, driving direct and channel SaaS transactions as well as outcome-based professional services for public sector customers and their commercial counterparts such as systems integrators and prime contractors. Your expertise will guide us through the complexities of U.S. public sector regulatory compliance, positioning Databricks as a leader in the rapidly evolving Data and AI landscape.The ideal candidate will possess a strong ability to navigate intricate commercial and public sector SaaS agreements, along with a keen interest in our innovative Data Intelligence Platform. This position presents a unique opportunity to contribute significantly to the expansion of Databricks' U.S. public sector business, enhancing government efficiency, national security, and mission outcomes.Location: This role is based in the Washington, D.C. metro area and will operate in a hybrid work environment with in-office expectations.Reporting: You will report directly to the Sr. Director & Associate General Counsel for Commercial Legal and collaborate closely with the Lead Counsel for the Public Sector.

About Neo4j:Neo4j is the leading graph intelligence platform that transforms data into actionable insights, enabling the development of next-generation intelligent applications and AI systems. We provide enterprise-ready knowledge graphs for reliable, explainable, and governed AI, alongside comprehensive, trusted, and easy-to-deploy graph capabilities across diverse environments and data sources. Trusted by 84 of the Fortune 100 and backed by the world's largest graph community, we deliver intelligence that works and results that matter.Our platform is designed to function seamlessly in any environment, integrating with all systems across clouds for dynamic, personalized, and autonomous AI applications. We prioritize rapid results, contextual knowledge, and impactful solutions for both customers and employees throughout the organization.Our Vision:At Neo4j, we are committed to demystifying data. In an era where business, society, and knowledge are increasingly interconnected, our technology fosters innovation by helping organizations discover and understand data relationships. As pioneers of the graph database category, we are redefining how organizations utilize their data to innovate and maintain a competitive edge.The Role -Job Overview:Neo4j is on the lookout for a Solution Engineer dedicated to facilitating client success within our US Public Sector initiatives, while also identifying and nurturing opportunities for deeper engagement with Neo4j technology. Our Solution Engineers are customer advocates who possess expertise in Neo4j best practices and serve as trusted technical advisors for our esteemed clients.Your main goal will be to oversee and provide necessary support to ensure the technical success of client projects utilizing Neo4j, managing multiple clients at various stages of their journey with our technology. You will focus on achieving key outcomes, including minimizing time to value and maximizing product adoption of Neo4j. Ideal candidates should be adept at collaborating with project deployment teams, troubleshooting or escalating issues related to technical configurations, engaging with customers about their needs, and working alongside colleagues in a distributed team environment.

Join Turner Townsend as a Construction Project Manager specializing in Public Sector Projects. In this pivotal role, you will oversee and manage various construction projects, ensuring they meet all objectives on time and within budget. Your expertise will guide teams through the project lifecycle, from planning and execution to completion.