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Deepgram is the leading Voice AI platform powering the next generation of government contact centers, benefits processing, and real-time speech applications. The company has processed over 50,000 years of audio and transcribed more than 1 trillion words, serving 200,000+ developers and 1,300+ organizations including Twilio, Cloudflare, and Jack in the Box.
You will own the Federal Civilian go-to-market strategy and build Deepgram's civilian agency book of business from the ground up. This is a builder role reporting directly to the VP of Federal, focused on named civilian agency accounts (VA, HHS, DHS, SSA, USDA, Treasury, DOJ, GSA, CBP, USCIS, FEMA, TSA, IRS, CMS, FDA).
Key responsibilities include:
- Develop and execute named-account strategy for target agencies, including mission mapping, account plans, and stakeholder engagement across program, technical, and contracting teams
- Drive direct prospecting and closing with agency program offices; partner-assisted co-selling with Deepgram's Federal Partnerships team and systems integrators; and channel-enabled deals through GSA Schedule resellers
- Build a measurable, quota-carrying pipeline and meet quarterly/annual targets
- Navigate government contracting mechanics (RFIs, RFPs, sole-source justifications, GSA Schedule ordering) as a core part of the sales motion
- Develop win strategies for each opportunity in collaboration with Sales and Applied Engineering
- Leverage AI-native workflows: agents monitoring budget/RFP signals, automated pipeline hygiene, AI-generated outreach and proposal content, and data pipelines joining CRM with public procurement data
- Represent Deepgram at civilian-agency industry days and conferences (ACT-IAC, AFCEA, GITEC)
- Partner cross-functionally with Federal Partnerships, Applied Engineering, and Legal
- Own pipeline reporting with sourced pipeline, partner-influenced pipeline, closed revenue, and forecast accuracy
Required qualifications:
- U.S. citizen
- 5+ years full-cycle sales experience, with at least 3 years directly selling to Federal Civilian agencies (enterprise SaaS/technology sales preferred)
- Demonstrated track record of meeting or exceeding quota in complex, multi-stakeholder federal sales cycles
- Experience building a federal territory or book of business from early-stage or zero
- Strong communication and stakeholder management skills
Deepgram operates with an AI-first mindset. All team members are expected to actively use and experiment with advanced AI tools, integrate them into daily workflows, and continuously push the boundaries of what these technologies can do. The pace is rapid, and the role requires comfort with constant experimentation, adaptation, and learning.
