Federal Partner Manager - Deepgram

Company Overview

Deepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are 'Powered by Deepgram', including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words.

Company Operating Rhythm

At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance.

Every team member is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here.

Deepgram is the Voice AI platform powering the next generation of mission-critical government systems, including contact center modernization, benefits and case processing, and real-time speech applications across Defense, Federal Civilian, Intelligence Community, and State, Local, and Education (SLED) agencies. As we scale our federal footprint, Systems Integrators and Primes, cloud hyperscalers, and channel partners are our highest-leverage route to market. We are hiring a Federal Partner Manager to build, grow, and scale Deepgram's federal partner network from the ground up.

What You'll Do

• Work closely with the VP of Federal and own the federal partner strategy end-to-end. Build and execute the named-account strategy for federal and strategic hyperscaler partners; including joint value propositions, partner account plans, solution plays, and governance cadences.
• Drive sell-to, sell-through, and sell-with motions:
  • Sell-to: Land Deepgram as the embedded speech/voice AI layer inside each SI/prime's own AI platforms, mission software factories, and delivery accelerators.
  • Sell-through: Stand up repeatable SI/prime-led offerings that the partner takes to its agency customers under its own contract vehicle.
  • Sell-with: Co-sell into named federal accounts with SI and hyperscaler account teams, owning joint pipeline, forecast, and deal execution.
• Build a measurable partner-sourced and partner-influenced pipeline, setting quarterly and annual targets with each partner.
• Create joint solutions, working with product, engineering, solutions architects, and partner practices to package reference architectures, delivery playbooks, and offerings.
• Enable at scale by designing and launching partner enablement, technical certifications, sales plays, GovCloud demo environments, and solution-led training.
• Be AI-native in how you work, deploying agents, automations, and data pipelines to operate at scale.
• Represent Deepgram externally in alliance QBRs, executive briefings, federal AI summits, and industry events.
• Partner cross-functionally with Federal Account Executives, Applied Engineering, Capture/Proposal, Government Affairs, and Legal.
• Own the federal partner dashboard and report on key metrics with crisp, honest narratives.

What You Bring

• Must be a U.S. citizen.
• 7+ years in partner management, alliances, business development, or federal enterprise sales — with at least 3–5 years directly owning SI/prime or hyperscaler federal relationships.
• Demonstrated track record of building sell-to, sell-through, and sell-with motions with named federal partners.
• Experience scaling a federal partnership from early-stage or zero.
• Strong command of how federal SIs/primes operate: capture teams, delivery centers, COEs, contract vehicles, and teaming agreements.
• Fluency with the federal AI landscape: LLMs, agentic AI, mission software factories, FedRAMP/DoD IL authorization pathways, and hyperscaler federal co-sell.
• Hands-on AI-native operator who personally uses AI tools daily and has built automations or workflows.
• Excellent executive presence with analytical rigor and high ownership.

Nice-to-Haves

• Active security clearance.
• Existing strong relationships inside at least two SI or Prime partner organizations.
• Direct experience launching a joint federal offering or solution.
• Background in speech, voice AI, CCaaS, or adjacent domains.
• Experience building internal AI tooling for a revenue team.