Head of Federal Sales

About the Role

We’re at a critical moment in Manifest’s growth. The product is resonating, the market is opening up, and now we need someone who can turn early traction into a repeatable, high-performing federal sales engine.

This role is for a specific kind of leader: you have stood up federal sales in ambiguous environments, created a pipeline where none existed, and translated emerging technology into funded government programs. You know what “great” looks like because you’ve built it yourself and are motivated to do it again in a category that is still taking shape.

Reporting to the Chief Revenue Officer, you will define how Manifest wins in the federal market, from go-to-market strategy to pipeline creation to team build-out. This is a player-coach role where you will personally own and close significant federal deals while building the systems, partnerships, and team foundation required to scale federal revenue.

You will directly manage a Team of Federal Account Executives and work closely with a Sales Engineer who supports both federal and commercial sales. You will inherit an early foundation, including an active pipeline and initial traction across DoW and civilian agencies, and will be responsible for turning it into a durable, multi-year revenue engine. Success in this role requires the ability to create, shape, and advance opportunities well ahead of federal budget cycles and procurement timelines.

Please note we anticipate this role will require ~25% travel, depending on customer needs.

What You’ll Own

Revenue, Pipeline & Deal Execution

• Carry and close a meaningful federal quota (1M+), while building the foundation for a scalable federal revenue engine
• Own and advance an existing pipeline while consistently generating new opportunities across DoW, civilian agencies, and the intelligence community
• Build and maintain strong pipeline coverage relative to quota, balancing near-term wins with long-term program positioning
• Lead full-cycle deal execution, including prospecting, discovery, technical validation, deal strategy, and close
• Navigate and drive complex, multi-threaded deals involving multiple stakeholders, funding sources, and approval layers

Federal GTM Strategy, Program Capture & Market Access

• Define and execute Manifest’s federal go-to-market strategy, including agency prioritization, segmentation, and account planning
• Develop and lead program capture strategies, shaping opportunities pre-RFP and influencing requirements, stakeholders, and budget allocation
• Build a repeatable federal motion that balances near-term revenue with long-term programmatic growth
• Own strategy and execution for federal contract vehicles, including GSA schedules, IDIQs, and alternative acquisition pathways
• Secure positioning wi