The Government Sales Playbook - STATION DC Member-Only Event

​Selling into government is one of the most misunderstood - and most powerful - go-to-market strategies for startups. The companies that win build a deliberate system for navigating agencies, building trust with operators, and turning early deployments into long-term programs.

​Zak Kirstein, Chief Revenue Officer at Northwood Space and former leader in space and special programs at Palantir, will lead a small, off-the-record working session for STATION DC members.

​This session is designed for founders and operators who want to understand how government sales actually work: how to identify the right agencies and missions, build credibility with operators and program managers, navigate procurement realities, and turn early pilots into durable, multi-year contracts.

​Zak will walk through practical frameworks, real-world examples, and the most common mistakes he sees from startups trying to sell into government - from misunderstanding buying pathways to failing to build the relationships that make programs scale.

​Expect a candid, tactical conversation about how companies actually win government customers today - followed by open Q&A and discussion.

​SPACE IS LIMITED AND OPEN TO STATION DC MEMBERS ONLY.