Senior Field Marketing Manager - Public Sector, Federal & Defense

Description

The company is hiring a senior field marketer to lead strategy and execution for its U.S. federal and defense business. You will run a multi-channel field program covering federal civilian agencies, federal systems integrators, the Department of War (DoW/DoD), and the defense industrial base.

The work includes mission-focused events, executive briefings, account-based programs, and digital campaigns, done alongside public sector sales leaders.

You will have wide room to decide which programs earn budget, since the federal buying cycle, procurement path, and compliance bar differ from commercial tech.

The company's government platform runs in a FedRAMP High-certified AWS GovCloud (US) environment, and work toward DoD Impact Level 5 is underway. You will turn that platform and compliance record into language that speaks to program offices, CIOs, and integrators.

The company develops an observability and security platform, and the team is building its public sector business.

Responsibilities

• Write the federal and defense field marketing plan and carry it out, tied to public sector sales priorities, target agencies and programs, and pipeline goals. Propose the pipeline target for this segment yourself.
• Create program tracks for federal civilian, federal systems integrators, DoW/DoD, and the defense industrial base. Each buys on a different timeline and needs different evidence.
• Manage the company's presence at federal events, from large defense and civilian conferences to association meetings, agency industry days, virtual events, and small executive gatherings.
• Design formats that move federal buyers forward, such as executive briefings, technical workshops, roundtables, and webinars. Own the budget, audience plan, target account recruitment, and follow-up for each.
• With product marketing, shape federal messaging on FedRAMP High, IL5 progress, data residency, U.S.-persons operations, continuous ATO, zero trust, and the frameworks the audience is measured against, including NIST 800-53, CMMC, and DISA STIGs.
• Work with demand generation on campaigns. Adapt nurture flows and email for federal audiences, set lead handoff and follow-up timelines with sales, and adjust programs based on funnel results. Add market context to central campaigns and own stage-to-stage conversion for the segment.
• Mentor less experienced field marketers and bring federal market knowledge into broader planning.

Requirements

• 6+ years of field marketing in B2B SaaS, including 4+ years marketing to the U.S. federal government, with a record of generating pipeline for a public sector segment or business unit.
• Direct experience with defense buyers, including DoW/DoD services and combatant commands, or the federal systems integrators and defense industrial base firms that serve them.
• Working knowledge of the federal buying process: appropriations and fiscal-year timing, contract vehicles (GSA, SEWP, CIO-SP, GWACs), the role of resellers and integrators, and how an ATO is granted.
• Track record planning and running large federal events, executive forums, and sponsored trade shows.
• Comfortable with technical topics such as observability, cloud, DevSecOps, or cybersecurity, and able to write messaging that holds up with technical federal audiences.
• Experience running account-based marketing against named agencies and programs.
• Experience managing a program budget and reporting against a pipeline number you are accountable for.
• Strong written and verbal communication, executive presence, and a record of influencing sales leadership and aligning marketing functions.
• Self-starter who makes confident calls without a playbook and can take an ambiguous goal and return with a plan.
• Hands-on experience with Salesforce, marketing automation, ABM platforms, and attribution tools.
• U.S. citizenship required.

Conditions

Hybrid workplace.

Based in or willing to relocate to the Washington, D.C. metro area, with travel of roughly 40% for events.

Estimated yearly salary for this role is $124,000 - $165,000 USD.

Pay combines a competitive salary and equity, and may include variable compensation. Actual pay depends on skills, qualifications, and experience.

Benefits and growth offerings may vary by country of employment and type of employment.

Candidates who meet most but not all of the requirements are encouraged to apply.

Benefits

• Healthcare, dental, parental planning, and mental health coverage.
• 401(k) plan with a company match, paid time off, and fitness reimbursements.
• Discounted employee stock purchase plan and RSUs for new hires.
• Continuous career development and career pathing.
• Structured onboarding, an internal mentor, and a cross-department buddy program.
• Inclusive, friendly workplace culture.