Director – Federal Sales

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

📋 Description

• Take charge of Federal account management by crafting and implementing comprehensive department-level account strategies alongside service-, command-, agency-, and installation-level plans.

• Be responsible for achieving quarterly and annual bookings and revenue objectives for Federal accounts.

• Ensure precise forecasts and maintain disciplined CRM, pipeline reviews, and account-planning practices.

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

• Facilitate executive briefings and discovery workshops to cultivate qualified demand.

• Develop repeatable sales methodologies for installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation.

• Link local deployments to larger program, command, service, and department-level opportunities.

• Create pursuit plans that encompass stakeholder alignment, funding, procurement strategies, competitive differentiation, pricing, security requirements, risks, and milestones to achieve awards.

• Collaborate with Legal, Finance, Security, and Sales Operations on acquisition pathways and commitments.

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

• Recruit, mentor, develop, and retain approximately 6–10 quota-carrying Account Executives.

• Align Sales Engineering, Product, implementation specialists, and Customer Success with customer roadmaps, sales-to-delivery transitions, adoption, and value metrics.

• Incorporate customer needs, competitive insights, and validated security requirements into product planning, marketing, messaging, and investment decisions.

• Represent the company at customer briefings, defense-industry events, and partner engagements.

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

• Safeguard the confidentiality, integrity, and availability of company information assets.

• Ensure the privacy of employee and customer data and complete all required privacy training.

⛳️ Requirements

• A minimum of 8 years of experience in enterprise SaaS, government technology, defense technology, or B2G sales, with a proven track record of developing and closing complex opportunities within the Department of Defense and the broader Federal market.

• At least 3 years of leadership experience managing quota-carrying sales professionals and achieving measurable sales results.

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

• Comprehensive understanding of defense funding, acquisition, and procurement processes, including Federal contract vehicles such as GSA Schedules, GWACs, IDIQs, BPAs, SEWP, and OTAs.

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

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

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

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

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

• Proficiency in Salesforce or similar CRM and sales analytics platforms.

• Bachelor's degree or an equivalent combination of education and relevant professional experience.

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

• Prior military, defense civilian, or defense-industry leadership experience relevant to the account is preferred.

• Established relationships 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.

• Background in working with major Federal systems integrators and channel partners is preferred.

• Familiarity 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 is preferred.

🏝️ 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

• Online Learning Platforms

• Competitive Salary & Bonuses

• Remote work at a remote-first company