Director, Federal Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Meet or surpass annual sales targets.

• Take ownership and implement the federal growth strategy across designated agencies, territories, acquisition channels, and strategic accounts.

• Oversee the complete sales lifecycle from identifying opportunities through to negotiation, contracting, and closure.

• Build and sustain executive-level relationships with federal stakeholders, partners, and decision-makers.

• Recognize and pursue new federal opportunities through territory planning, account-based selling, market intelligence, and consultative engagement.

• Organize executive meetings and deliver solution presentations and demonstrations.

• Counsel federal stakeholders on agency priorities, modernization initiatives, funding strategies, compliance requirements, and operational challenges.

• Implement Force Management principles, Command of the Message, and value frameworks.

• Create revenue forecasts via pipeline management, account planning, and maintaining CRM data integrity.

• Provide market intelligence, customer feedback, competitive insights, and strategic recommendations to leadership.

• Collaborate with Product, Marketing, Customer Success, Legal, Finance, Contracting, and Executive Leadership.

• Assess acquisition pathways, contract vehicles, teaming relationships, strategic partnerships, and growth opportunities within the federal sector.

• Direct and coordinate federal RFP, proposal, contracting, and procurement activities.

• Track federal policy, funding initiatives, legislative priorities, agency budgets, and market trends.

• Represent ImageTrend with professionalism and executive presence.

• Engage in team meetings, pipeline reviews, training sessions, territory planning, product updates, and leadership discussions.

• Travel as needed for customer engagement, industry events, business development, and company initiatives.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, Communications, Public Administration, or a related field, or an equivalent combination of education and relevant experience.

• Progressive experience in SaaS sales, particularly significant experience with federal government or complex enterprise sales.

• Preferably experienced in selling within the public safety or healthcare sectors.

• Proven success in managing strategic, high-value opportunities with lengthy sales cycles and multiple stakeholders.

• Background in developing and executing growth strategies for federal markets.

• Strong knowledge of federal procurement, contracting vehicles, funding mechanisms, acquisition strategies, and government purchasing practices.

• Ability to establish credibility, influence decision-makers, and cultivate trusted-advisor relationships at the executive level.

• Demonstrated consistent sales growth, profitability, retention, and high average selling price performance.

• Experience coordinating complex opportunities that involve multiple departments and strategic partners.

• Proficient in consultative sales methodologies, including MEDDICC, Force Management, Command of the Message, value frameworks, and outcome-focused messaging.

• Strong executive presence paired with exceptional written, verbal, presentation, negotiation, and influencing skills.

• Capability to drive results, influence strategy, and lead cross-functional initiatives without direct people management.

• Excellent analytical and problem-solving abilities.

• Familiarity with Salesforce CRM, Gong, Microsoft Office Suite, and sales productivity and forecasting tools.

• Ability to forecast and manage a complex federal sales pipeline.

• Exceptional organizational skills with the ability to handle multiple priorities.

• Capacity to maintain discretion and confidentiality.

• Strong work ethic, integrity, accountability, collaboration, and customer-focused approach.

• Passionate about continuous learning and knowledgeable about federal market trends, public safety technology, healthcare technology, and government modernization.

• Willingness to travel up to 50%.

🏝️ Benefits

• Bonus opportunities.

• Comprehensive benefits package.

• Various perks.

• Community engagement initiatives.

• Remote work / 100% virtual work arrangement.

• Equal opportunity workplace.

• Work environment free from harassment and discrimination.

• Reasonable accommodations for applicants with disabilities.