Federal Sales Leader

About Aalyria:
Aalyria is a leading technology company that supplies laser communications technology and temporospatial software-defined networking platforms to the aerospace industry. With technology acquired from Google, Aalyria is at the forefront of innovation in satellite and airborne mesh networks, as well as cislunar and deep-space communications. We are revolutionizing the orchestration and management of planetary mesh networks using any radio or optical spectrum, any orbit, and any hardware across land, sea, air, and space.

Role Overview:
As the Federal Sales Leader based in the Washington, DC metro area, you will be responsible for developing and executing the company's government sales strategy. You will lead business development, capture management, and proposal efforts, ensuring success across the entire government contracting lifecycle. You will leverage your extensive network and deep understanding of the federal procurement process - including OTAs and the Planning, Programming, Budgeting, and Execution (PPBE) process - to create opportunities that drive sustainable growth. Reporting directly to the CEO, you will play a key role in shaping our federal market strategy and expanding our footprint in the government sector.

Key Responsibilities:

• Develop and Execute Federal Sales Strategy: Design and implement a federal sales strategy aligned with the company's growth objectives, leveraging innovative approaches to penetrate government markets.
• Business Development and Capture: Identify, qualify, and pursue new federal business opportunities, working closely with customers to understand their challenges and deliver tailored solutions.
• Government Contracting Expertise: Navigate the full federal contracting lifecycle, including OTAs, GWACs, and the FAR-based acquisition process, ensuring compliance and competitiveness.
• Proposal Leadership: Oversee the development of compelling, high-quality proposals that win contracts and drive revenue growth.
• Build and Lead Federal Sales Team: Recruit, mentor, and lead a high-performing sales team, fostering a culture of accountability, innovation, and results.
• Customer and Partner Engagement: Leverage a vast professional network to establish key relationships with government stakeholders, system integrators, and industry partners.
• Revenue Growth and Performance Metrics: Drive revenue growth, meet and exceed sales targets, and track performance using key sales metrics.
• Cross-Functional Collaboration: Work closely with product, engineering, and delivery teams to ensure solutions align with customer needs and mission objectives.

Required Qualifications:

• 10+ years of leadership experience in federal sales, with a proven track record of success in securing large contracts.
• Active USG TS/SCI security clearance.
• Deep knowledge of government sales cycles, procurement strategies, OTAs, and the PPBE process.
• Strong experience in business development, capture management, and proposal execution within the federal market.
• Extensive professional network across DoD, federal agencies, and industry partners to accelerate opportunity development.
• Proven ability to drive sales for a startup or fast-moving company, leveraging unconventional approaches to break into government markets.
• Entrepreneurial mindset with a hacker's mentality-focused on execution, innovation, and problem-solving.
• Strong leadership, negotiation, and relationship-building skills to establish credibility with government decision-makers.
• Ability to thrive in a fast-paced, high-growth environment, balancing strategic vision with tactical execution.

Preferred Qualifications:

• Extensive professional network across USG intelligence community to accelerate opportunity development.
• Prior experience launching or scaling federal sales programs in a dual-use or emerging technology company.
• Demonstrated success winning and executing multi-million-dollar federal contracts, including sole-source and competitive awards.
• Deep understanding of defense innovation organizations (e.g., DIU, AFWERX, SOCOM, DARPA, Space RCO) and how to navigate their procurement processes.
• Familiarity with selling advanced technologies such as space systems, laser communications, mesh networking, or dual-use software platforms.
• Ability to shape and influence government requirements and RFP language to align with company offerings.
• Experience working with and managing channel partners, system integrators, or prime contractors in a teaming capacity.
• Familiarity with strategic pricing, color team proposal reviews, and federal contract negotiations.
• Previous P&L responsibility or experience managing revenue targets for a federal business unit.
• Demonstrated ability to work with legal, contracts, and compliance teams to ensure smooth execution of complex federal deals.

What We Offer:

• Innovative Environment: Work at a cutting-edge company shaping the future of aerospace communications.
• Impactful Work: Directly contribute to critical national security programs and initiatives.
• Growth Opportunities: Expand your career with opportunities for professional development and advancement.
• Inclusive Culture: Be part of a collaborative, supportive, and inclusive workplace where your contributions matter.
• Flexibility: Flexible working arrangements including hybrid remote/in-office schedules.
• Compensation and Equity: Competitive salary, comprehensive benefits (401(k), dental, vision, health, life insurance), paid time off, and equity options.

Equal Opportunity Employer Statement:

Aalyria is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based on race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, age, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Qualified applicants from all backgrounds are encouraged to apply.

Work Location:

Candidates must be based in the Washington, DC Metro Area. Occasional travel required.

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