divh2Deal Strategy, USG Prime Partnerships/h2pNominal is hiring for a Deal Strategy lead focused on U.S. Government (USG) 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 Nominals 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./ppWhat You Will Do/pulliArchitect U.S. Government and Large Prime Deals/liliOwn end-to-end structuring of complex USG and large prime commercial deals from pre-solicitation shaping to execution/liliTranslate commercial SaaS models into government-aligned pricing and licensing strategies/liliProactively generate contracting strategies across OTAs, CSOs, IDIQs, GSA schedules, multiple-award vehicles, teaming agreements, and value-added resellers/liliDefine and evolve Nominals USG pricing strategy, balancing contract risk, delivery realities, and commercial growth/liliBuild and Maintain the Playbook/liliLead development of Nominals USG contracting playbook, including preferred terms, fallback positions, and negotiation strategies for FAR, DFARS, teaming agreements, and subcontracts/liliEnsure repeatability by codifying clause reviews and standard negotiation guidance, reducing reliance on ad hoc expertise/liliPartner with Legal and BD leadership to establish templates and scalable contracting frameworks/liliKO Success and Customer Interface/liliServe as our Contracting Officer (KO) Success lead, acting as the translation layer between Nominal teams and government KOs, KORs, and other acquisition leads/liliBuild trusted relationships with acquisition counterparts, ensuring Nominal is positioned for renewals and expansions/liliPartner with proposal teams to shape white papers, pricing models, and deal structures before formal submissions/liliIndustrial Security/liliServe as Facility Security Officer (FSO), overseeing maturation of Nominals industrial security program/liliManage compliance programs and interface with the USG on security and classification requirements/liliWork with Legal to shape relevant areas of employee compliance training/liliStrategic Partnerships (with large primes and resellers)/liliLead contracting strategy and success for large prime and reseller partnerships across both our USG and commercial business/liliDevelop strategies for leveraging value-added resellers and large resellers to expand Nominals routes to market/liliSupport teaming agreements and prime contracts to ensure Nominals success in joint pursuits/li/ulpAbout You/pulliCross-functional strategist who thrives at the intersection of legal nuance, government contracting, and commercial creativity/liliDeep experience with USG procurement mechanisms and SaaS or commercial contract structures/liliDirect experience as a contracting officer or in a comparable acquisition leadership role is required/liliPrior experience at an emerging or growth-stage startup is strongly preferred/liliComfortable in ambiguity, with a bias to action and pride in shaping first-of-their-kind deals and frameworks/liliSkilled at cultivating durable relationships with contracting officers, acquisition leads, and prime partners/liliClear, precise communicator able to adapt across stakeholders including senior government and large prime acquisition executives/li/ulpQualifications/pulli7 to 10+ years of experience spanning federal contracting, acquisitions, deal strategy, or high-stakes commercial negotiations/liliPrior experience inside a USG acquisition shop and at a commercial defense-tech or SaaS company strongly preferred/liliDirect experience as a KO or comparable USG acquisitions lead required/liliActive TS/SCI eligible clearance required/liliDeep knowledge of FAR, DFARS, OTAs, GSA, IDIQs, subcontracting under large primes, and related procurement mechanisms/liliProven ability to translate SaaS pricing models into government-compliant strategies/li/ulpNominal 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./p/div
Nominal