Building a NatSec GTM Team: Analyst-to-Seller Profiles and Cleared Talent Pipelines
National security go-to-market is the deep end of government selling. The buyers are mission owners inside defense and intelligence organizations; the conversations are often gated by clearance; the evaluation criteria are operational, not commercial. And the most...
FedRAMP, CMMC, and the Sales Hire: What Your First Government AE Needs to Understand About Compliance-Gated Selling
There is a moment in many first-time government sales interviews where the wheels come off quietly. The hiring manager asks how the candidate would approach a federal civilian agency for their cloud product, and the candidate delivers a polished commercial answer —...
Why PE-Backed SaaS Companies Fail at Their First Federal Sales Hire
The board deck writes itself: government is a massive, recession-resistant market; the product already serves regulated industries; TAM expands by billions with one strategic hire. So the PE-backed SaaS company posts a “Head of Federal” role, hires an...
From Capture to Close: Hiring the Federal BD, Proposal, and Sales Trifecta
Commercial companies entering the government market usually discover the same surprise: federal revenue is not produced by a salesperson. It is produced by a relay team — business development, capture, proposal, and sales — and the handoffs between them are where...
