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Salary: USD 140,000 - 280,000 / annual
Manifest is hiring a Federal Civilian Account Executive to own and grow the federal civilian market. This is a quota-carrying individual contributor role reporting to the Head of Federal Sales, covering only civilian agencies (not DoD). You will carry a number from your first full quarter.
This is a high-ownership, self-sourced pipeline role. There is no BDR team or lead generation support. You will source the majority of your own pipeline through direct outbound, agency events, partner introductions, and your existing network. You will own the full deal cycle: building account maps, writing RFI/RFP responses, managing contracting officers, and closing deals.
Key responsibilities include:
**Territory & Account Planning**: Build and maintain a written account plan for the federal civilian territory, including named target agencies (CISA, DHS, HHS, FDA, VA, Treasury, IRS, DOE, State, USDA, DOT, FAA), component-level entry points, incumbent tooling, and funded programs where supply chain security is a requirement.
**Procurement & Contract Vehicles**: Own the path to contract across GSA MAS, NASA SEWP, and CIO-SP. Work through resellers and distributors (including Carahsoft). Build sole-source justifications. Run RFI and RFP responses end-to-end. Plan backward from fiscal-year buying cycles.
**Buying Committee Navigation**: Map and work with program offices, CISO/CIO organizations, and contracting officers in parallel. Identify technical champions versus budget authority. Multithread deliberately.
**Compliance & Authorization**: Understand how FedRAMP status, ATO timelines, and agency-specific security reviews gate deals. Speak fluently to regulatory drivers (EO 14028, OMB software security memos, CISA guidance on SBOM). Turn regulatory drivers into business cases program offices can defend.
**Cross-functional Collaboration**: Partner with sales engineering on pilots and evaluations, marketing on agency-specific campaigns, and the CRO on deal strategy and pricing. Feed field signal back to product on unmet requirements, competitive gaps, and procurement friction.
**Pipeline & Forecast Discipline**: Keep CRM current and honest with real next steps and defensible close dates. Forecast within a tight band and call your own slips proactively.
You will work alongside the Head of Federal Sales, sales engineering, and marketing with real support from all three. This is an early-stage company where the line between your work and company growth is short and visible.
**Requirements**:
- 8+ years selling enterprise software with meaningful time in the federal civilian sector; must have carried a federal number and hit it
- Sold technical security software (not adjacent IT); can describe deals from first contact to award
- Cybersecurity domain knowledge: working fluency in software supply chain risk, SBOM, vulnerability management, and compliance; able to run technical discovery calls without sales engineering
- Procurement and contract vehicle fluency: direct experience closing through GWACs and schedules, working with resellers and distributors, building sole-source justifications; understand how requirements become solicitations and solicitations become awards
- Self-sourced pipeline track record: built territory from scratch without BDR support (ideally at early-stage vendor); can point to specific accounts opened yourself
- Demonstrated ability to work with program offices, CISO/CIO organizations, and contracting shops in parallel; distinguish between influence and authority
- Experience selling through FedRAMP status questions and ATO processes; set realistic timelines around authorization gates
- Disciplined pipeline management and accurate forecasting; rigorous about your own data
- AI-accelerated workflow: use AI to research accounts, prepare for calls, draft responses; point to concrete output and judgment applied before customer delivery
- High agency: strong bias to action, comfortable owning outcomes end-to-end in intense, resource-constrained environment
**Nice to Have**:
- Existing relationships inside civilian agencies where software supply chain security is a funded priority
- Experience as first or earliest federal seller at a startup before vehicle or past performance existed
- Familiarity with SBOM/AIBOM and regulatory drivers (EO 14028, OMB memos, FDA premarket cybersecurity requirements)
- Prior work with Carahsoft or comparable federal distribution partners
- Capture-style experience shaping requirements before solicitation release
