Security Clearances and Sales Hiring: What TS/SCI, Poly, and Sponsorship Actually Mean for Your Search
Nothing reshapes a sales search like a clearance requirement. Add “active TS/SCI required” to a job description and your addressable candidate pool drops by more than an order of magnitude — before you have said a word about quota, product, or comp. Yet...
Hiring Fed/SLED Account Executives in 2026: Compensation Benchmarks and What $280K OTE Actually Buys
The fastest way to lose a great government sales candidate is to make them a commercial offer. Every month we watch companies run a strong process — good pitch, tight interview loop, genuine mutual enthusiasm — and then lose the finalist in a single phone call because...
Why Federal Sales Reps Are a Different Species: The Patient Wolf Profile
Every quarter, a growth-stage software company makes the same expensive mistake. They decide to enter the federal market, take their best commercial account executive — the one crushing quota selling to mid-market CFOs — and hand them the government patch. Eighteen...Why Federal Sales Reps Are a Different Species: The Patient Wolf Profile
Every quarter, a growth-stage software company makes the same expensive mistake. They decide to enter the federal market, take their best commercial account executive — the one crushing quota selling to mid-market CFOs — and hand them the government patch. Eighteen...
