Skip to main content
The State of Public Sector AI, 2027 OutlookGet the free report →
About

About Fossa Labs

A growing portfolio of products serving government and the teams that do business with it.

Josh Ellars, Managing Principal, Fossa Labs
About our Managing Principal

Josh Ellars

Managing Principal, Fossa Labs  ·  Founder, GTMx

Josh Ellars has spent 18 years at the center of go-to-market for companies selling into government. The public sector is entering the Intelligent Age, and the companies that win the next decade won't look like the last decade's winners. Josh builds the operating model that lets a smaller, sharper team operate that way: mission-fluent, AI-enabled, and trust-driven.

01Outcome-driven work
CRO, Esper logo

CRO, Esper

Added 30%+ of total company revenue

107% of new business target, 45%+ YoY growth. Won the largest contract and collected the largest single invoice in company history. Helped the company reach profitability.

Head of GTM, OpenGov logo

Head of GTM, OpenGov

7x average deal size, 3x ARR

Lead GTM strategy, marketing, communications, GTM enablement, proposals, and other strategic functions for OpenGov. OpenGov was later acquired by Cox Enterprises for $1.8B.

Head of Government Sales (SLG), Qualtrics logo

Head of Government Sales (SLG), Qualtrics

3x growth

Launched the state and local business from zero, built the team to 11. Qualtrics was later acquired by SAP for $8B.

Director, U.S. Government and Education, Metalogix logo

Director, U.S. Government and Education, Metalogix

4x growth

Stood up a new federal and SLED unit. Metalogix was acquired by Quest Software at a strong multiple.

02Today
Managing Principal, Fossa Labs logo

Managing Principal, Fossa Labs

Building, investing in, and deploying the products advancing how government works and how the companies serving it win: GovGTM, Stativ, GovWire, and more.

Founder, GTMx logo

Founder, GTMx

Helping brands become the ones AI recommends, because buyers now ask AI before they ask you.

03How we can help
01

Founder & CEO Advisor

For technical founders new to government, commercial leaders inheriting a public sector business they didn't build, or leaders looking to scale in the public sector market.

02

Fractional or Interim CRO

Owning sales, marketing, and revops as one P&L. Uniquely positioned to integrate and align these functions into a unified engine to grow the company.

03

Board of Directors & Advisors

An operator's presence in board meetings and other strategic conversations.

04

Investor & Diligence Support

GTM diligence, value creation plans, and an honest call on whether a pipeline is funded demand or wishful thinking.

05

Executive Team Architecture

Recruiting and structuring public sector GTM leadership against the motion the company actually runs.

01What we do

We build, invest in, and deploy AI products that advance how government works and how the companies serving it win. Two practices, one standard. AI Transformation helps agencies replace manual processing with outcome-focused systems that reach production, not pilots. AI Engineering ships documented, transferable software designed to outlive the contract that funded it.

Beyond the practices, we hold a portfolio of product companies. GovGTM gives go-to-market intelligence to teams selling into government. Stativ delivers accessibility and automation tooling for agencies. GovWire builds government data and intelligence products. Each brand runs independently, sharing the standards that define Fossa Labs.

02How they fit together

Two practices and an exchange, under one firm.

Fossa Labs mark
The firm
Fossa Labs

For Government & Industry: AI training and engineering for the public sector.

03Who it is for

We serve two audiences. Government agencies carrying a backlog no hiring cycle will fix, who need production-ready systems, not pilots. And the companies serving government, who need to ship at the standard their buyers will hold them to, before those buyers get there. For both, the work is the same shape: connective integration, high-volume processing, public-facing services, and the data foundations underneath.

04Who builds it

Our conviction is simple. The firms willing to do the hardest, least glamorous work in government technology, the integration, the data foundations, the documentation, the compliance by construction, are the ones that build systems agencies can actually own. We build with named people who stay on the project, under your governance, with documentation that ships with the code. Two practices, one standard.

Tell us what's stuck.

If you're building for the public sector, we should talk.

This site uses cookies to enhance your browsing experience.Learn more