<h1>Role Overview</h1> <p>Defense Unicorns is seeking a senior Federal enablement leader to serve as a high-leverage partner to the Federal organization. This person will help the Federal team scale with more consistency, stronger operating rhythms, better deal inspection, and clearer execution across priority work.</p> <p>This role sits close to Federal leadership and works across Domain teams, Sales, Product, Engineering, Delivery, Finance, and Operations. It is designed for a senior operator who can turn ambiguity into structure, keep important work moving, and help leaders stay focused on customers, pipeline creation, and strategic growth.</p> <p>The right candidate will bring judgment, follow-through, and the ability to build lightweight systems that improve execution without slowing down a fast-moving Federal business.</p> <h1>Key Responsibilities</h1> <h2>Federal Enablement & Operating Cadence</h2> <ul> <li>Support Federal-specific enablement needs in partnership with Sales Enablement and Sales Operations.</li> <li>Translate company-wide sales processes, tools, onboarding, and reporting into clear Federal expectations and execution rhythms.</li> <li>Build and maintain operating cadences that help Federal leaders, Domain Directors, Mission Directors, and cross-functional partners stay focused, accountable, and aligned.</li> <li>Inspect weekly reporting, identify gaps or risks, and follow up on action items until they are closed.</li> <li>Track commitments from pipeline reviews, leadership discussions, customer meetings, and internal deal reviews.</li> <li>Standardize how Federal teams prepare, report, escalate, and execute while keeping process practical and useful.</li> </ul> <h2>Onboarding Support</h2> <ul> <li>Identify and fill Federal-specific onboarding gaps for new Federal hires.</li> <li>Help new team members understand Defense Unicorns' Federal motion, domain priorities, customer engagement model, deal expectations, and internal ways of working.</li> <li>Create and refine Federal-specific onboarding materials, templates, examples, and expectations that complement company-wide onboarding.</li> <li>Partner with Sales Enablement, Sales Operations, Domain Directors, and Mission Directors to help new Federal hires ramp faster and with clearer expectations.</li> <li>Turn recurring points of confusion into clearer guidance, training, or operating materials.</li> </ul> <h2>Deal Inspection & Pipeline Accountability</h2> <ul> <li>Inspect priority deals to ensure next steps, risks, owners, pricing, procurement path, and customer alignment are clear.</li> <li>Review PWIN assumptions and ensure they are accurate, complete, and grounded in the real customer situation.</li> <li>Ask hard questions as opportunities move through stages so deals progress based on strong evidence and clear ownership.</li> <li>Support pipeline health across current-quarter execution and future-quarter creation.</li> <li>Partner with Mission Directors and Domain Directors to identify stuck deals, weak spots, missing artifacts, and areas requiring leadership support.</li> <li>Help Federal leadership maintain a clear view of what is real, what is at risk, and what needs action.</li> </ul> <h2>Strategic Projects & Surge Support</h2> <ul> <li>Lead or support strategic Federal projects that require focused execution and cross-functional coordination.</li> <li>Provide surge support on priority opportunities where additional senior execution capacity is needed.</li> <li>Support strategic pricing efforts in partnership with Sales, Finance, Product, and Delivery.</li> <li>Build or refine artifacts needed for key deals, executive conversations, customer strategy, internal decision-making, and leadership alignment.</li> <li>Step into ambiguous, high-priority work and turn it into something actionable.</li> </ul> <h1>What Success Looks Like</h1> <ul> <li>Federal leaders have more bandwidth for strategy, customer engagement, and net-new pipeline creation.</li> <li>Federal-specific onboarding gaps are addressed in partnership with the broader enablement team.</li> <li>New Federal hires ramp faster and with more clarity on the Federal motion.</li> <li>Weekly reporting is tighter, action items are tracked, and follow-through improves.</li> <li>Priority deals are better inspected before close, with clearer risks, next steps, PWIN, pricing, and ownership.</li> <li>Pipeline health is visible across near-term revenue and future-quarter growth.</li> <li>Strategic projects move faster because a senior operator is driving them to completion.</li> <li>Domain and Mission leaders view this person as a force multiplier, not an added layer of process.</li> </ul> <h1>Ideal Candidate Profile</h1> <p>The ideal candidate is a senior doer: someone who can operate in ambiguity, build structure without over-processing, and earn trust quickly across teams. Federal experience is helpful but not required. What matters most is judgment, horsepower, follow-through, and the ability to work across GTM, Product, Sales, Delivery, and Operations.</p> <p> </p> <p>This person should be comfortable inspecting deals, asking direct questions, tracking details, supporting senior leaders, and jumping into strategic work without needing a perfectly defined lane. They should bring enough experience to be leaned on by the Federal team while staying low-ego, collaborative, and pr