Director, Federal Sales

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

📋 Description

• Take ownership of the Department of War account strategy across military services, combatant commands, defense agencies, and installations.

• Assemble a team of around 6–10 quota-carrying Account Executives.

• Be responsible for quarterly and annual bookings and revenue objectives.

• Develop pipeline, acquire new clients, expand current deployments, and ensure accurate forecasting.

• Foster relationships with senior civilian and military leaders, technology executives, program owners, public affairs teams, personnel organizations, installation leadership, and acquisition stakeholders.

• Lead executive briefings and discovery workshops to generate qualified demand.

• Create mission-aligned sales strategies for installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation.

• Direct capture and contracting plans from contract award to customer adoption.

• Collaborate with Legal, Finance, Security, Sales Operations, Sales Engineering, Product, implementation specialists, and Customer Success.

• Develop joint account plans with systems integrators, resellers, and technology partners.

• Recruit, mentor, develop, and retain quota-carrying sales professionals.

• Influence product planning, marketing, messaging, investment choices, and account growth strategy based on customer demands and competitive insights.

• Represent Granicus at customer briefings, defense-industry events, and partner interactions.

• Provide executive recommendations on account investment, territory priorities, partnership strategies, and growth opportunities.

• Support additional Federal accounts while keeping the Department of War as the main focus.

⛳️ Requirements

• Over 8 years of experience in enterprise SaaS, government technology, defense technology, or B2G sales.

• Proven track record of developing and closing complex opportunities within the Department of Defense and the broader Federal market.

• At least 3 years of experience in people leadership, managing quota-carrying sales professionals, and delivering measurable sales outcomes.

• Demonstrated success in building and scaling new-logo acquisition strategies while expanding strategic accounts and driving revenue growth.

• Profound understanding of defense funding, acquisition, and procurement processes.

• Familiarity with Federal contract vehicles, including GSA Schedules, GWACs, IDIQs, BPAs, SEWP, and OTAs.

• Strong skills in strategic account planning, territory management, pipeline development, forecasting, and financial management.

• Experience leading complex, multi-stakeholder sales cycles involving senior military, civilian, technology, acquisition, and contracting leaders.

• Proven success in recruiting, coaching, developing, and retaining high-performing sales talent.

• Expertise in building and managing relationships with systems integrators, channel partners, resellers, and technology partners.

• Strong executive presence, business acumen, communication, negotiation, and relationship management abilities.

• Proficient with Salesforce or similar CRM and sales analytics platforms.

• Willingness to travel domestically approximately 50% of the time.

• Preferably have prior military, defense civilian, or defense-industry leadership experience relevant to the account.

• Established connections with defense program, technology, public affairs, personnel, installation, or acquisition organizations are preferred.

• Experience in building or significantly scaling a defense technology account or territory is preferred.

• Familiarity with major Federal systems integrators and channel partners is preferred.

• Experience with government digital communications, customer experience, engagement, or similar technology platforms is preferred.

• Ability to differentiate current product authorizations from customer-specific defense security requirements and coordinate validation before making commitments.

• No specific degree requirement mentioned.

🏝️ Benefits

• Flexible Time Off.

• Company-Wide Wellbeing Days.

• Work From Home Reimbursement.

• Multiple Health Plan Options, including a 100% employer-paid plan.

• Employer HSA Contributions.

• Fitness Reimbursement Program.

• On-Demand Mental Health Support, including Headspace and other wellness tools.

• Paid Parental Leave for birthing and non-birthing parents.

• Traditional & Roth 401(k) with a generous company match.

• Life & AD&D Insurance with 100% employer-paid coverage.

• Access to Online Learning Platforms.

• Competitive Salary & Bonuses.