About Wraithwatch
Wraithwatch was founded by alumni from SpaceX, Palantir, and Anduril to build the next generation of AI-powered cyber defense systems for the United States and its allies. We are deployed today to customers spanning the federal government, aerospace, defense, manufacturing, and emerging technology. Our core product is a continuously adaptive cyber defense platform utilizing generative artificial intelligence agents to autonomously model and construct a digital twin of an organization's entire IT and cybersecurity environment and analyze it for weaknesses, misconfigurations, and chains of possible attack.
The Role
This is the first senior go-to-market hire at a seed-stage startup with fewer than 15 employees. You own revenue across federal government and commercial enterprise — pipeline, deals, channel partnerships, sales motions, and eventually the team underneath you. Both markets, from zero.
Early on, you carry quota yourself. You're on calls, running demos, closing deals, and building pipeline while figuring out the repeatable motion in both markets. You speak the CISO's language because you've helped solve their biggest pain points. On the federal side, you know how to work a BAA, an OTA, and a FAR-based contract — or you're willing to learn fast. You should be comfortable context-switching between a federal program office and a Fortune 500 boardroom in the same week.
The pace is intense — 12-16 hour days when customer-critical work is happening, and nights and weekends when the mission demands it. The upside is meaningful equity, ownership of the entire growth function, and the chance to build something at the leading edge of AI and cybersecurity.
Responsibilities
Own the ARR number across federal and commercial markets. Build pipeline and close deals.
Run full sales cycles from sourcing through POC to production contract close — no handoffs, you own the relationship end to end.
Sell into CISOs, CIOs, program managers, security architects, and procurement across both federal and commercial buying committees.
Navigate federal procurement processes (BAAs, OTAs, FAR contracts, ATOs) alongside commercial enterprise sales cycles.
Build the go-to-market strategy, sales motions, and playbooks that will scale across both markets.
Develop channel partnerships with MSSPs, resellers, defense primes, and tech alliances.
Hire and build out the sales team as revenue grows.
Work directly with founders and engineers to convert POCs and feed customer signal back into the product roadmap.
Travel regularly to customer sites for executive meetings, POC kickoffs, and relationship building.
Qualifications
Basic:
Track record of closing six and seven-figure enterprise software deals personally
Deep cybersecurity domain expertise — whether you got it as a security leader, a security seller, or both, you need to walk into a room with a CISO and be immediately credible
Federal procurement fluency — BAAs, OTAs, FAR, ATO processes, FedRAMP
Existing relationships with CISOs and security leadership across Fortune 500 and/or federal agencies
Experience owning revenue outcomes, whether through direct sales, go-to-market leadership, or building a commercial function at an early-stage company
Comfort selling into complex buying committees across both commercial enterprise and US government customers
Strong understanding of the cybersecurity vendor landscape and where Wraithwatch fits in it
Self-starter who builds playbooks, not follows them
Willingness to travel extensively and work startup hours
Preferred:
Experience building a go-to-market function from scratch
Channel sales experience with MSSPs, defense primes, or tech alliances
Ability to obtain and maintain a security clearance
What We Do
Wraithwatch develops an AI-driven cybersecurity platform that anticipates and counters AI-powered cyberattacks by using autonomous agents to model networks, identify vulnerabilities, and deploy defensive strategies.
