Job Requirements
Job Description
Our purpose is to help a billion people find the right work! Phenom is an AI-Powered talent experience platform that is redefining the HR tech space. We have grown into a global organization with offices in 6 countries and over 1,500 employees. As an HR tech unicorn organization, innovation and creativity is within our DNA. Come help us make every talent moment Phenomenal!
About the role
We're building Phenom's public sector business from the ground up, and this is one of the first strategic hires on the team. You will lead the market discovery and account mapping strategy across federal agencies and state and local governments (split roughly evenly), identifying and positioning Phenom for high-value opportunities before handing them to our Account Executives.
This is a market development and early-stage capture role with a much wider, more strategic scope than a traditional corporate sales position. You won't be doing high-volume cold calling. Instead, you will act as a market intelligence and relationship anchor: researching agency needs well before an RFP is released, tracking forecasts and RFIs, mapping incumbents, and coordinating with leadership, resellers, and contract vehicle partners.
We're looking for an autonomous professional with 3+ years of business development or capture experience in the public sector who intrinsically understands how government buys. You will report directly to the Head of Public Sector Business.
What you'll do
- Execute targeted account mapping and strategic outreach within federal, state, and local agencies-specifically engaging HR, talent acquisition, workforce, and IT leaders with messaging tied directly to each agency's unique mission and programs.
- Evaluate and qualify inbound public sector interest, assessing budget cycles, program maturity, and acquisition paths before routing opportunities to Account Executives.
- Drive early-stage engagement by scheduling and leading sophisticated discovery meetings, ensuring a seamless strategy handoff to the field sales team.
- Monitor and triage procurement signals, tracking sources sought notices, RFIs, draft solicitations, and RFPs via SAM.gov and state/local procurement portals to capture early requirement signals.
- Develop contract history briefs using USASpending, FPDS, and state spend data to analyze prior awards, incumbents, contract vehicles, and competitive landscapes.
- Identify strategic teaming opportunities, spotting prime/subcontractor relationships and teaming signals to advance our partner ecosystem strategy.
- Conduct mission-aligned research into agency priorities (budgets, hiring backlogs, workforce modernization plans) to ensure Phenom's value proposition addresses active government mandates.
- Collaborate with resellers and contract vehicle partners to proactively identify, register, and position new opportunities.
- Facilitate gate reviews by compiling market intelligence, competitive analysis, and timing insights to support early bid/no-bid decisions.
- Maintain rigorous capture records in Salesforce, documenting incumbent data, organizational charts, contract vehicles, and projected timelines.
- Represent Phenom at major public sector events (virtual and in-person) and manage the strategic post-event follow-up.
- Leverage advanced AI tools daily to optimize market research, account planning, and personalized outreach.
What we're looking for
- 3+ years of professional experience in public sector business development, capture analysis, or strategic account management (federal, state, or local), ideally within a SaaS or GovTech environment.
- Proven track record of navigating complex government hierarchies, identifying senior decision-makers, and qualifying early-stage enterprise opportunities.
- Solid foundational knowledge of government procurement, including market research phases, solicitation structures, FAR guidelines on the federal side, and state-level procurement rules.
- Hands-on proficiency with market intelligence platforms, leveraging SAM.gov, USASpending, FPDS, or similar tools to extract actionable data.
- Advanced capability with AI technologies, utilizing AI daily to accelerate research, drafting, and analysis workflows.
- Exceptional written communication skills, with a knack for producing highly customized, professional outreach and clean qualification summaries.
- Resilience in long procurement cycles, possessing the strategic patience and persistence required to nurture multi-stakeholder government relationships over several months.
- Strong organizational acumen, capable of tracking dozens of distinct agency pipelines, partner conversations, and tracking deadlines simultaneously.
- Proficiency with modern sales tech stacks, including Salesforce and enterprise sales engagement tools.
Nice to have
- Comprehensive experience managing both federal and state/local procurement nuance.
- Deep familiarity with key contract vehicles and cooperative purchasing programs (e.g., GSA Schedules, NASPO ValuePoint, state-specific co-ops).
- Direct capture experience: shaping requirements early, aligning with teaming partners, or supporting formal proposal development.
- Experience utilizing advanced market intelligence suites like Deltek GovWin, GovSpend, or Federal Compass.
- Established relationships with leading government resellers, system integrators, or distributors.
- Professional background selling HR technology, talent management software, or AI-driven enterprise solutions.
How success is measured
In your first year, metrics will focus on the strategic foundations of the public sector business:
- Qualified meetings secured per month.
- Qualified pipeline sourced per quarter.
- Early-stage opportunities identified via forecasts, RFIs, and partners before formal solicitation.
- Strategic execution against our Top 25 priority account blueprints.
- Note: Because government procurement demands longer timelines, your first six months will heavily weight market intelligence gathering and pipeline building over closed contracts.
Location, travel, and pay
- Location: Remote, anywhere in the US. Washington, DC vicinity is highly desirable. If based within 50 miles of Horsham, PA, this would be 5 days/week on-site.
- Travel: Up to 20% for industry events, partner workshops, and agency meetings.
- Pay: Base salary of $75,000 - $85,000 plus variable pay tied to pipeline and meetings.
Benefits
We want you to be your best self and to pursue your passions!
- Benefits/programs to support holistic employee health
- Growing organization with career pathing and development opportunities
- Tons of perks and extras in every location for all Phenoms!
Diversity, Equity, & Inclusion
Our commitment to diversity runs deep! Diversity is essential to building phenomenal teams, products, and customer experiences. Phenom is proud to be an equal opportunity employer taking collective action to build a more inclusive environment where every candidate and employee feels welcomed.
We recognize there is more to be done. Our teams are committed to continuous improvement until these powerful ideas are ingrained in our culture for Phenom and employers everywhere!
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