Manifest Cyber Public

Role Description Manifest is hiring a Sales Engineer to serve as the technical cornerstone for both federal and commercial sales motions. You'll be the primary technical guide for our clients, acting as a trusted advisor who demonstrates how Manifest's platform addresses their supply chain and AI risk challenges, translating customer requirements into clear, architected solutions that deliver measurable business outcomes and strategic value. Reporting directly to the Chief Revenue Officer with a dotted line to the Head of Federal Sales, you'll partner closely with Account Executives to run high-velocity, high-quality sales cycles. Your role spans technical discovery, tailored demonstrations, proof-of-concept design and execution, and fast turnaround on RFP/security due diligence questions. This role will require some travel depending on customer needs. What You’ll Own - Lead comprehensive discovery conversations to understand customer environment, risk profile, supply chain challenges, and compliance requirements; define and communicate Manifest's technical value proposition and competitive positioning relative to customer needs. - Deliver tailored technical presentations to technical and business stakeholders; design and execute proof-of-value engagements with defined success metrics, scoped requirements, and guided interpretation of results. - Work with Account Executives and the Head of Federal Sales to shape deal direction, validate technical fit, remove blockers, and drive customer confidence in the proposed solution. - Serve as the technical authority on solution feasibility, industry best practices, compliance frameworks (FedRAMP, NIST, CMMC, ATO), and risk mitigation strategies; de-risk customer investments through expert guidance. - Build repeatable technical frameworks and playbooks for both federal and commercial segments—demo methodologies, solution templates, technical talk tracks—that enable consistency and quality across the sales team as the organization scales. - Capture customer insights, technical feedback, and feature requests during discovery and evaluations; synthesize and communicate findings to Product and Engineering teams to influence roadmap and future solution design. Qualifications - 6-10+ years of hands-on sales engineering in cybersecurity, enterprise SaaS, or similar complex B2B environments. - Deep cybersecurity expertise: must have worked extensively in the security space, selling cybersecurity solutions or serving in security-focused technical roles; demonstrated expertise in software supply chain security, TPRM, first-party risk, AI/ML security, or related domains. - Proven ability to conduct technical discovery, design custom proof-of-value engagements, and guide customers to clear outcomes, enabling deals to progress with technical certainty and reducing risk perception. - Strong experience delivering technical demonstrations and translating complex concepts for diverse audiences; ability to influence buying committees and accelerate deal velocity. - Experience navigating federal government and commercial enterprise sales cycles; comfort with multi-threaded deals and federal procurement processes. - Strong knowledge of cybersecurity frameworks and compliance standards (NIST, FedRAMP, CMMC, ATO). - Proven ability to work independently, owning discovery through POC execution and driving customer confidence. - Strong communication, presentation, and storytelling skills, enabling faster customer buy-in and confidence. - Comfort operating in startup environments: ability to move fast, wear multiple hats, and influence without formal authority. Compensation - Base Salary: $150,000 - $170,000 - Variable Compensation: ~$64,000 - $72,000 - On-Target Earnings (OTE): ~$214,200 - $242,000 - Equity: Meaningful stock options commensurate with experience and role level Benefits - Fully remote - Unlimited PTO (taken seriously) - Medical, dental, and vision insurance — 100% covered for you and your dependents - 401(k) and retirement options

Role Description We’re at a critical moment in Manifest’s growth. The product is resonating, the market is opening up, and now we need someone who can turn early traction into a repeatable, high-performing federal sales engine. This role is for a specific kind of leader: you have stood up federal sales in ambiguous environments, created a pipeline where none existed, and translated emerging technology into funded government programs. You know what “great” looks like because you’ve built it yourself and are motivated to do it again in a category that is still taking shape. Reporting to the Chief Revenue Officer, you will define how Manifest wins in the federal market, from go-to-market strategy to pipeline creation to team build-out. This is a player-coach role where you will personally own and close significant federal deals while building the systems, partnerships, and team foundation required to scale federal revenue. You will directly manage a Team of Federal Account Executives and work closely with a Sales Engineer who supports both federal and commercial sales. You will inherit an early foundation, including an active pipeline and initial traction across DoD and civilian agencies, and will be responsible for turning it into a durable, multi-year revenue engine. Success in this role requires the ability to create, shape, and advance opportunities well ahead of federal budget cycles and procurement timelines. Please note we anticipate this role will require ~25% travel, depending on customer needs. Qualifications - 10+ years of experience selling into the U.S. federal government (DoD and/or civilian agencies) - 5+ years of experience leading Federal sales teams - Proven track record of building pipeline and closing federal deals ($100K–$1M+) - Experience building or scaling a federal sales function in a startup or high-growth company, ideally in cybersecurity or enterprise software - Experience in software supply chain security, DevSecOps, or AI security - Deep understanding of federal procurement processes, appropriations cycles, and acquisition pathways - Experience with federal contract vehicles, including GSA schedules, IDIQs, GWACs (e.g., SEWP), BPAs, and alternative acquisition pathways (e.g., OTA) - Existing network of relationships across DoD, the intelligence community, and federal civilian agencies - Proven ability to build and leverage partner ecosystems, including relationships with integrators, resellers, prime contractors, and technology partners to expand market access and drive federal revenue - Experience navigating federal security and compliance frameworks, including FedRAMP, NIST, CMMC, and ATO processes - Track record of influencing or capturing programs prior to formal procurement - Strong consultative, solution-based selling skills and ability to engage senior decision-makers - Experience in cybersecurity, SaaS, or other high-trust enterprise technology - Strong pipeline discipline and CRM rigor Requirements - Carry and close a meaningful federal quota (1M+), while building the foundation for a scalable federal revenue engine - Own and advance an existing pipeline while consistently generating new opportunities across DoD, civilian agencies, and the intelligence community - Build and maintain strong pipeline coverage relative to quota, balancing near-term wins with long-term program positioning - Lead full-cycle deal execution, including prospecting, discovery, technical validation, deal strategy, and close - Navigate and drive complex, multi-threaded deals involving multiple stakeholders, funding sources, and approval layers - Define and execute Manifest’s federal go-to-market strategy, including agency prioritization, segmentation, and account planning - Develop and lead program capture strategies, shaping opportunities pre-RFP and influencing requirements, stakeholders, and budget allocation - Build a repeatable federal motion that balances near-term revenue with long-term programmatic growth - Own strategy and execution for federal contract vehicles, including GSA schedules, IDIQs, and alternative acquisition pathways - Secure positioning within prime contracts, multi-vendor programs, and partner ecosystems - Align Manifest’s positioning to federal cybersecurity priorities, including software supply chain security, SBOM requirements, and emerging AI risk frameworks - Serve as a hands-on mentor and technical thought leader for federal sales staff - Act as a hands-on deal leader, stepping into critical opportunities to drive momentum and close - Establish strong operating rhythms, including pipeline reviews, forecasting discipline, and performance accountability - Build and maintain relationships with senior federal stakeholders, including CISOs, program leaders, and agency executives - Partner cross-functionally with Product, Engineering, and Marketing, to align on federal requirements, compliance, messaging, and product feedback loops - Represent Manifest in industry events, conferences, and executive briefings Benefits - Fully remote - Unlimited PTO (taken seriously) - Medical, dental, and vision insurance — 100% covered for you and your dependents - 401(k) and retirement options Compensation - Base Salary: $190,000 - $200,000 - Variable Compensation: $200,000 - On-Target Earnings: $390,000 - $400,000 - Equity: Meaningful stock options commensurate with experience and role level

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Manifest is seeking an experienced Infrastructure Engineer to own the design, development, implementation, and ongoing operation of Manifest's infrastructure and build/release pipelines. You will extend and improve existing processes and systems, ensuring pipelines are fast, secure, performant, and scalable. By dogfooding Manifest's core products, you will be closely involved with Product, driving roadmap direction and helping users build and deliver software with less risk and greater security. - Own the design, development, implementation, and ongoing operation of infrastructure and build/release pipelines - Extend and improve existing processes to ensure pipelines are fast, secure, performant, and scalable - Deploy IaC and automation (Terraform, Ansible, Helm, Go, etc.) to support platform and customer requirements - Operate and sustain cloud-based CI/CD pipelines using DevSecOps principles and a shift-left mindset - Automate application deployment using container technology (Kubernetes, GitHub, and other CI/CD tools) - Build tools and packaging to support deployment across varied environments (AWS, Azure/GCP, on-prem, air-gapped, FedRAMP) - Integrate DevSecOps tools and services into automated pipelines throughout the customer SDLC - Research and adopt open-source tools to build and secure the development pipeline - Implement and improve observability across MELT (Metrics, Events, Logs, Traces), including presentation and alerting - Safely expose public endpoints (UIs, APIs) using load balancers, CDNs, and related tools - Collaborate closely with Product to help drive roadmap direction and improve how users build and deliver software - Dogfood Manifest's core products as part of day-to-day work - Assisting developers in delivering secure applications (CORS policies, API security engineering) Qualifications - IaC and automation tools: Terraform, Ansible, Helm, Go - Cloud-based CI/CD pipelines with a DevSecOps and automation-first approach - Kubernetes — deploying, operating, and troubleshooting in cloud environments - Networking and runtime troubleshooting, including complex remote and air-gapped environments - Building and packaging software for multiple runtime environments (cloud, on-prem, air-gapped, FedRAMP) - Exposing secure public endpoints using load balancers, CDNs, and related tools - Strong verbal and written communication, including technical and design documentation Requirements - Experience routinely developing and deploying IaC and automation to support platform and customer needs - Experience operating and sustaining cloud-based CI/CD pipelines with a shift-left and DevSecOps mindset - Experience automating application deployments using container technology in cloud environments - Experience building tools and packaging for varied runtime environments (cloud, on-prem, air-gapped) - Experience integrating DevSecOps tools into automated pipelines across the SDLC - Experience deploying and operating applications with Kubernetes in a cloud environment - Prior experience with commercial software products (SaaS and on-prem) serving external/3rd-party customers Desired / Bonus Skills and Experience - Ability to deploy Kubernetes in edge environments (bare VM and bare metal) - Packaging software for on-prem/edge using Zarf, Helm charts, Packer, virtual appliances, etc. - Securing AWS environments, containers, and Kubernetes clusters - Experience with US Government networks (FedRAMP, CMMC, etc.) - SDLC security tooling — SCA, DAST, SAST, and other DevSecOps tools - Deploying and supporting self-hosted LLMs - Secure SDLC practices including bug bounty programs and software vulnerability management (SVM) Benefits - Salary: $150,000 – $210,000/year + meaningful stock options - Fully remote (with potential for hybrid co-working) - Unlimited PTO (taken seriously) - Medical, dental, and vision insurance — 100% covered for you and your dependents - Competitive salary and meaningful stock options - 401(k) and retirement options - Ground-floor opportunity at a well-funded, early-stage startup - Additional benefits to come (retirement, holiday gifts, etc.)