Enterprise Client Partner, U.S. Government

Employment Type: Full-time
Work Arrangement: Remote
Location: Washington, D.C. area, United States

Compensation

Annual Base Salary: $140,000–$180,000

Additional Compensation: Equity compensation and potential performance-based bonuses, subject to company policies.

Benefits: Health insurance premium reimbursement of up to 100%, paid time off, 401(k) with company match, and additional employee benefits.

About the Role

We are seeking an experienced Enterprise Client Partner, U.S. Government to drive adoption of advanced AI capabilities across U.S. government, defense, and federal agency environments.

You will identify and close enterprise opportunities, build trusted relationships with government and defense stakeholders, and translate mission requirements into AI solutions suitable for secure and operationally constrained environments.

This is an individual contributor role requiring end-to-end deal ownership, strong government and defense ecosystem knowledge, and the ability to operate independently in an early-stage environment while helping shape the organization's defense go-to-market strategy.

Key Responsibilities

Enterprise Client Acquisition & Partnerships

• Identify, engage, and close business opportunities across U.S. government agencies, the Department of War (DoW), and defense contractor ecosystems.

• Build trusted relationships with military operators, program managers, technical stakeholders, and government decision-makers.

• Develop and manage enterprise partnerships that support adoption of advanced AI capabilities.

• Own the full sales cycle, from initial prospecting and discovery through contract execution and account expansion.

Government Procurement & Deal Management

• Navigate government procurement processes and acquisition pathways.

• Work with prime contractors, subcontractors, and other stakeholders involved in government contracting.

• Map stakeholder relationships and understand program requirements, procurement priorities, and decision-making processes.

• Maintain pipeline visibility and communicate government demand signals and emerging opportunities.

AI Solutions & Mission Alignment

• Translate operational and mission requirements into practical AI-driven solutions.

• Assess how AI capabilities can be deployed within secure and constrained government and defense environments.

• Collaborate with product and engineering teams to align technical capabilities with customer requirements.

• Support initial deployments and help ensure successful adoption within operational workflows.

Go-to-Market Strategy

• Contribute to the development of the defense go-to-market strategy, positioning, and early customer footprint.

• Identify opportunities to expand adoption across government and defense accounts.

• Provide market insights on government priorities, customer needs, and procurement dynamics.

• Help establish repeatable approaches to enterprise client acquisition and partnership development.

Required Qualifications

• Background in the U.S. military, Department of War, or broader U.S. government ecosystem.

• Experience working for or with a defense contractor or defense technology company.

• Strong understanding of government programs, procurement processes, and stakeholder dynamics.

• Experience engaging both technical and non-technical stakeholders in mission-driven environments.

• Ability to translate technical capabilities into clear operational and mission outcomes.

• Strong client acquisition, outbound prospecting, and enterprise partnership development skills.

• Ability to manage complex opportunities from initial engagement through contract execution.

• High ownership mindset, strong communication skills, and ability to operate independently in an early-stage environment.

Preferred Qualifications

• Experience working at an early-stage defense technology startup.

• Exposure to AI, machine learning, data systems, or autonomy in defense applications.

• Familiarity with government acquisition pathways such as SBIR, OTA, and IDIQ.

• Established professional relationships within the Department of War, federal agencies, or defense prime contractors.

• Previous experience supporting or leading government-facing sales initiatives.

Key Skills

• Enterprise Client Acquisition

• Outbound Prospecting

• Enterprise Partnerships

• Enterprise AI

• Government Business Development

• Defense Technology

• Federal Agency Engagement

• Government Procurement

• Defense Contracting

• Stakeholder Mapping

• Enterprise Sales

• Full-Cycle Deal Management

• Commercial Negotiation

• AI Solution Positioning

• Mission Requirements Analysis

• Go-to-Market Strategy

• Account Expansion

• Cross-Functional Collaboration

Work Environment

This is a remote, full-time individual contributor role based in the Washington, D.C. area. You will work across government and defense relationships, enterprise sales, procurement processes, and AI solution adoption.

The role requires independent execution, comfort with ambiguity, and close collaboration with product and engineering teams to align customer requirements with deployable capabilities.

What Success Looks Like

Success means developing a qualified pipeline of government and defense opportunities, building trusted stakeholder relationships, and closing commercially viable agreements.

You should also help translate mission needs into deployable AI solutions, support successful customer adoption, and establish a strong foundation for continued growth across the government and defense ecosystem.