Responsibilities

• Own federal positioning and messaging, including translating proven state and local law enforcement work for federal missions, and a clear articulation of how we earn trust: auditability, access controls, and accountable AI.
• Run discovery in unproven segments: win-loss, buyer research, and messaging hypotheses tested through live pursuits.
• Feed product marketing messaging into the capture-led win strategy for pursuits (e.g., positioning, competitive counters, and holding every claim to what's proven across briefings, RFI and sources sought responses, and proposals).
• Build the pre-solicitation content set to influence acquisitions at scale (capability briefings, mission white papers, industry day materials).
• Arm pre-sales teams with first-call narratives, demo storylines, and objection handling.
• Partner with growth team to deliver early test campaigns, including defining segments, identifying and engaging the right external industry partners and events, and hands-on production of market-facing assets.
• Package deployment proof into federal-ready evidence: case studies, references, outcome data cleared for public use.
• Feed pursuit and campaign learning back into positioning and product.

Requirements

• Authorship that changed an outcome: a positioning document that moved a deal, a requirement, or an executive decision.
• Working knowledge of the federal procurement lifecycle and the compliance frameworks federal buyers evaluate against.
• 7+ years in product marketing or adjacent go-to-market roles, including 3+ years marketing or selling technology to the US federal government.
• Range across the full product marketing stack: positioning, pursuit support, enablement, and campaign execution.
• Comfort treating an unmapped segment as a research problem with a deadline.
• Judgment on when a claim is proven versus promising, built working alongside technical field teams.
• Adept at operating across two registers: technical depth for program offices, plain language for public surfaces.

Benefits

• Annual Salary + Benefits + Equity (if applicable) + Bonus (if applicable)