About the Role Nominal 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 Do

Architect 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 execution

Translate commercial SaaS models into government-aligned pricing and licensing strategies

Proactively generate contracting strategies across OTAs, CSOs, IDIQs, GSA schedules, multiple-award vehicles, teaming agreements, and value-added resellers

Define and evolve Nominal’s USG pricing strategy, balancing contract risk, delivery realities, and commercial growth

Build 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 subcontracts

Ensure repeatability by codifying clause reviews and standard negotiation guidance, reducing reliance on ad hoc expertise

Partner with Legal and BD leadership to establish templates and scalable contracting frameworks

KO 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 leads

Build trusted relationships with acquisition counterparts, ensuring Nominal is positioned for renewals and expansions

Partner with proposal teams to shape white papers, pricing models, and deal structures before formal submissions

Industrial Security

Serve as Facility Security Officer (FSO), overseeing maturation of Nominal’s industrial security program

Manage compliance programs and interface with the USG on security and classification requirements

Work with Legal to shape relevant areas of employee compliance training

Strategic Partnerships (with large primes and resellers)

Lead contracting strategy and success for large prime and reseller partnerships across both our USG and commercial business

Develop strategies for leveraging value-added resellers and large resellers to expand Nominal’s routes to market

Support teaming agreements and prime contracts to ensure Nominal’s success in joint pursuits

About You

Cross-functional strategist who thrives at the intersection of legal nuance, government contracting, and commercial creativity

Deep experience with USG procurement mechanisms and SaaS or commercial contract structures

Direct experience as a contracting officer or in a comparable acquisition leadership role is required

Prior experience at an emerging or growth-stage startup is strongly preferred

Comfortable in ambiguity, with a bias to action and pride in shaping first-of-their-kind deals and frameworks

Skilled at cultivating durable relationships with contracting officers, acquisition leads, and prime partners

Clear, precise communicator able to adapt across stakeholders including senior government and large prime acquisition executives

Qualifications

7 to 10+ years of experience spanning federal contracting, acquisitions, deal strategy, or high-stakes commercial negotiations

Prior experience inside a USG acquisition shop and at a commercial defense-tech or SaaS company strongly preferred

Direct experience as a KO or comparable USG acquisitions lead required

Active TS/SCI eligible clearance required

Deep knowledge of FAR, DFARS, OTAs, GSA, IDIQs, subcontracting under large primes, and related procurement mechanisms

Proven ability to translate SaaS pricing models into government-compliant strategies

Nominal 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.

Government Contracts Strategist