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Posted 6 months ago
Requirements and responsibilities
About the RoleNominal is hiring for a Government Contracts (GoCo) Strategy lead focused on U.S. Government (USG) contracts and large prime partnerships. This role sits at the intersection of Legal, Security, and Business Development and goes beyond shepherding contracts to execution. It is about designing the contracting, pricing, and partnership pathways that shape the future of our government and large prime business. You will own USG contracting architecture end-to-end: from translating early customer interest into acquisition-ready structures, to developing scalable contracting strategies (CSOs, OTAs, IDIQs, GSA schedules), to shaping SaaS pricing approaches that balance regulatory realities (FAR/DFARS) with commercial fundamentals. Beyond individual deals, you will codify institutional knowledge by building repeatable playbooks for USG contracting, industrial security, teaming with primes, and structuring commercial partnerships that strategically advance Nominal’s growth. This is a high-impact role designed for someone who has operated inside government acquisitions and in the commercial SaaS or government-tech ecosystem, and who can immediately deliver value while laying the foundations for how Nominal scales its USG and large prime business.What You Will DoArchitect U.S. Government and Large Prime Deals - Own end-to-end structuring of complex USG and large prime commercial deals from pre-solicitation shaping to executionTranslate commercial SaaS models into government-aligned pricing and licensing strategiesProactively generate contracting strategies across OTAs, CSOs, IDIQs, GSA schedules, multiple-award vehicles, teaming agreements, and value-added resellersDefine and evolve Nominal’s USG pricing strategy, balancing contract risk, delivery realities, and commercial growthBuild and Maintain the Playbook - Lead development of Nominal’s USG contracting playbook, including preferred terms, fallback positions, and negotiation strategies for FAR, DFARS, teaming agreements, and subcontractsEnsure repeatability by codifying clause reviews and standard negotiation guidance, reducing reliance on ad hoc expertisePartner with Legal and BD leadership to establish templates and scalable contracting frameworksKO Success and Customer Interface - Serve as our “Contracting Officer (KO) Success” lead, acting as the translation layer between Nominal teams and government KOs, KORs, and other acquisition leadsBuild trusted relationships with acquisition counterparts, ensuring Nominal is positioned for renewals and expansionsPartner with proposal teams to shape white papers, pricing models, and deal structures before formal submissionsIndustrial Security - Serve as Facility Security Officer (FSO), overseeing maturation of Nominal’s industrial security programManage compliance programs and interface with the USG on security and classification requirementsWork with Legal to shape relevant areas of employee compliance trainingStrategic Partnerships (with large primes and resellers) - Lead contracting strategy and success for large prime and reseller partnerships across both our USG and commercial businessDevelop strategies for leveraging value-added resellers and large resellers to expand Nominal’s routes to marketSupport teaming agreements and prime contracts to ensure Nominal’s success in joint pursuitsAbout YouCross-functional strategist who thrives at the intersection of legal nuance, government contracting, and commercial creativityDeep experience with USG procurement mechanisms and SaaS or commercial contract structuresDirect experience as a contracting officer or in a comparable acquisition leadership role is requiredPrior experience at an emerging or growth-stage startup is strongly preferredComfortable in ambiguity, with a bias to action and pride in shaping first-of-their-kind deals and frameworksSkilled at cultivating durable relationships with contracting officers, acquisition leads, and prime partnersClear, precise communicator able to adapt across stakeholders including senior government and large prime acquisition executivesQualifications7 to 10+ years of experience spanning federal contracting, acquisitions, deal strategy, or high-stakes commercial negotiationsPrior experience inside a USG acquisition shop and at a commercial defense-tech or SaaS company strongly preferredDirect experience as a KO or comparable USG acquisitions lead requiredActive TS/SCI eligible clearance requiredDeep knowledge of FAR, DFARS, OTAs, GSA, IDIQs, subcontracting under large primes, and related procurement mechanismsProven ability to translate SaaS pricing models into government-compliant strategiesClosing descriptionNominal is scaling its USG and large prime partnerships during a critical growth phase. Winning here is not about checking RFP boxes. It is about shaping opportunities, setting precedents, and codifying contracting strategies that compound over time.By leading Deal Strategy for USG and Large Prime Partnerships, you will not only close critical deals but also build the frameworks, playbooks, and security infrastructure that enable Nominal to scale with rigor and confidence.If you thrive on complexity, impact, and shaping how innovative technology companies succeed in the USG and large enterprise market, this role is for you.We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.AI disclaimerWe may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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