Director of Federal Sales

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

📋 Description

• Lead and cultivate a team of Federal sales professionals, driving pipeline and revenue across the DOW, IC, and civilian federal sectors.

• Collaborate cross-functionally with product, marketing, and delivery teams to accelerate Andesite's growth in the Federal space.

• Coach, mentor, and manage the performance of individual contributors; establish territory expectations, conduct deal reviews, and enhance skills and processes for a high-performing federal sales team.

• Carry a personal sales quota and take responsibility for sourcing, managing, and closing strategic opportunities.

• Own and navigate complex sales cycles from opportunity identification to contract closure for multiple opportunities simultaneously.

• Develop, sustain, and implement account plans for both clients and prospects.

• Act as an executive-level spokesperson, presenting solutions to senior government and industry stakeholders while promoting Andesite's value proposition.

• Establish and enforce rigorous sales processes through CRM and sales tools for prospecting, opportunity management, pipeline cleanliness, and accurate forecasting.

• Collaborate with sales leadership on hiring, onboarding, and designing territory/quota structures.

• Report team and individual performance metrics against quotas, pipeline coverage, and forecast accuracy to company leadership.

⛳️ Requirements

• U.S. Citizenship is required.

• A minimum of 3 years managing a Cybersecurity sales team focused on the Federal government.

• Over 7 years of experience as an individual contributor selling software directly to the Federal government.

• Experience collaborating with resellers and system integrators to navigate complex sales cycles within the Federal sector.

• Current possession of a U.S. security clearance, or the capability to obtain one with our sponsorship.

• Demonstrated success in new account development and consistently surpassing quota targets.

• Proficiency in CRM and sales forecasting tools (e.g., HubSpot).

• Experience in the dynamic environment of a technology startup.

• Working knowledge or familiarity with the DoW Acquisition or Logistics domains.

• Outstanding verbal and written communication skills.

• Capacity to thrive in a fast-paced, evolving environment.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and growth.

• Flexible work schedules and remote work options.

• Generous vacation and paid time off policies.