Deal Strategy, USG & Prime Partnerships
Washington, D.C.
Government – Legal /
Full-time /
On-site
About the Role
Nominal 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 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.
