Government Sales & Contracts Specialist

Title: Government Sales & Contracts Specialist

Location: US; fully remote with occasional travel required

Reports to: Head of Growth

As our Government Sales & Contracts Specialist, you'll lead Conserv's sales efforts into the government sector - federal, state, and local institutions including government-run museums, libraries, archives, and historic sites. Your focus will be primarily on the US market, though the role may expand to include other regions we serve including Canada, UK, EU, Australia, New Zealand, and future markets. This role is built for someone who knows how to win and run government business: RFPs, RFIs, procurement processes, CLIN structures, contract vehicles, and the negotiation that comes after the sale.

You’ll need to be fluent in how government buyers evaluate, procure, and contract. You'll partner closely with our collections-specialist Account Managers, who bring the subject-matter depth on the preservation side, while you own the sales motion, the proposal process, and the contracting relationship. It's a great fit if you enjoy navigating complex procurement cycles and want to make an impact that touches the lives of millions of people.

• Government Sales (Inbound & Outbound) – Proactively build pipeline across federal, state, and local prospects: convert inbound government leads and actively pursue new opportunities through procurement databases and platforms.
• RFP & Bid Management – Own the end-to-end response process for RFPs, RFIs, and formal bids, including technical and price volumes.
• Contract Negotiation & Procurement Navigation – Negotiate terms and guide deals through government-specific procurement requirements.
• Co-Account Management – Partner with our collections-specialist Account Managers on shared government accounts, owning the contracting/procurement relationship while they own the collections/technical relationship.
• Government Market Expertise – Stay current on procurement trends, contract vehicles (e.g., GSA Schedules, cooperative contracts), and competitor positioning in the public sector; share findings with the team.

• Base: $65,000;
  On Target Earnings $95,000 plus Stock Options
• Health Insurance, 401k, Parental Leave, Unlimited PTO

• 3+ years of experience selling into government (federal, state, and/or local) with direct RFP/proposal ownership
• Working fluency in government procurement — RFPs, RFIs, CLIN structures, contract vehicles, and standard public-sector contract terms
• Demonstrated experience negotiating contracts and redlining terms with institutional or government counsel
• Strong relationship-building and communication skills, including comfort navigating multiple stakeholders in complex organizations
• Self-motivated and proactive in a fast-paced, fully remote environment
• Embodiment of our core values:
  Purposeful, Curious, Brave, Dynamic

• Experience with federal compliance/security frameworks (e.g., FedRAMP) or willingness to get up to speed quickly
• APMP certification (Foundation or Practitioner level) or equivalent formal proposal management training
• Prior SaaS or IoT sales experience, ideally in a SLED (state/local/education) context
• Experience holding or securing GSA Schedule or other cooperative purchasing vehicle listings
• Proven ability to influence senior stakeholders and advocate for change within complex organizations