Nominal
Government Contracts Strategist – Nominal
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.
Seniority level: Mid‑Senior level. Employment type: Full‑time. Job function: Legal. Industries: Software Development.
#J-18808-Ljbffr
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.
Seniority level: Mid‑Senior level. Employment type: Full‑time. Job function: Legal. Industries: Software Development.
#J-18808-Ljbffr