Tactical Edge
Back to Careers

Sales Manager

Build and scale revenue from early traction to repeatable, scalable growth. Design the sales motion, build the pipeline, and close deals while laying the foundation for a sales team.

Washington, DC (Remote-Friendly)Sales & Business DevelopmentFull-time

Role Overview

We're looking for a Sales Manager who has built and scaled revenue at SI, consulting, or professional services organizations. You know how to take a business from early traction to repeatable, scalable revenue.

This is not an enterprise AE role selling a product — this is a builder role where you design the sales motion, build the pipeline, and close deals yourself while laying the foundation for a sales team.

Key Responsibilities

Sales Execution

  • Own the full sales cycle from prospecting to close for enterprise AI consulting and implementation engagements.
  • Target financial services, healthcare, defense, and government.

    • Pipeline Development

  • Build and manage pipeline through outbound prospecting, partner referrals (especially AWS), conference networking, and inbound follow-up.

    • Sales Process Design

  • Define and iterate on our sales playbook, qualification criteria, pricing strategy, and proposal process.
  • You’re building the machine, not just running it.

    • AWS Co-Sell

  • Work with AWS account teams on joint opportunities through the APN co-sell program.
  • Create and manage APN opportunities, track MAP/POC funding.

    • Client Relationships

  • Build trusted advisor relationships with CISOs, CTOs, VPs of Engineering, and procurement teams at enterprise organizations.

    • Revenue Forecasting

  • Maintain accurate pipeline in CRM with clear stages, next steps, and close dates.
  • Provide weekly forecasts.

    • Key Traits (Non-Negotiable)

  • Builder mentality — not just a closer, but someone who designs the sales motion.
  • Experience scaling from $0 to $5M+ in services revenue.
  • Comfortable selling to technical buyers (CISOs, CTOs, VPs of Engineering).
  • Self-directed with high accountability and minimal management overhead.
  • Thrives in ambiguity and early-stage environments.

    • Preferred Qualifications

  • 5+ years B2B sales in SI, consulting, or professional services.
  • Track record of building sales from scratch — not just inheriting pipeline.
  • Experience selling to regulated industries (financial services, healthcare, defense, government).
  • Familiarity with AWS APN and partner co-sell motions.
  • Enterprise deal sizes $100K–$1M.

    • How We Work

    Outcome-driven

    Production over demos

    Enterprise-first

    Security, governance, scalability

    Agentic by design

    Systems that reason and act safely

    Small teams, high ownership

    Autonomy with accountability

    What You'll Get

    • Work on real, production AI deployments
    • Enterprise-scale challenges and measurable impact
    • Cross-functional collaboration and high ownership
    • Competitive compensation (role/location dependent)
    • Flexible work setup where applicable

    Hiring Process

    1

    Intro call

    Fit + context

    2

    Sales case discussion

    Pipeline building, deal strategy, process design

    3

    Cross-functional interview

    Engineering + Leadership

    4

    Final conversation

    Alignment + next steps

    We value clarity, ownership, and thoughtful execution over buzzwords.

    Apply for this role
    View all roles