Director of Federal Sales

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• You will report to the SVP of Global Sales, where you will develop and manage the federal go-to-market strategy from inception.

• Take ownership of the territory plan, named-account list, channel strategy, and achieve initial federal wins independently.

• Personally close deals during the first two to three quarters, and then gradually incorporate AEs and SEs as the pipeline warrants.

• Engage directly with civilian and DoD agencies as well as the systems integrators that support them, including GDIT, Booz Allen, Accenture Federal, Leidos, and others.

• Establish and manage our contract vehicles: Carahsoft, GSA Schedule, SEWP V/VI, ITES-SW2, and any additional requirements dictated by the deals.

• Collaborate with marketing on federal events, content creation, and demand generation initiatives.

• Partner with product and engineering teams on the IL4 and IL5 roadmap as customer demand elevates our impact level.

• Recruit your team, which will include Federal AEs, a federal SE, and eventually a federal channel manager.

⛳️ Requirements

• A minimum of eight years in enterprise software sales, with at least four years focused on selling FedRAMP-authorized SaaS to civilian agencies, DoD, or both.

• Proven experience in carrying and achieving a federal quota exceeding $3M, including at least one deal valued over $500K ARR.

• Direct experience selling through federal channel partners and contract vehicles such as Carahsoft, GSA Schedule, SEWP V/VI, ITES-SW2, or similar.

• An established network among federal agencies and leading systems integrators.

• References available upon request.

• Ability to be the sole federal leader in the room for the initial 12 months.

• You identify as a builder first, and a manager second.

🏝️ Benefits

• Competitive salary and equity package

• Medical, dental, and vision plans for employees and their dependents

• 401k Pension Plan

• 26 days of paid time off annually plus local bank holidays

• Flexible working hours and a balanced 40-hour workweek

• Learning and education budget

• Company offsites

• Work from anywhere in the US, as we are a fully remote company

• Join an international, diverse, dynamic, and passionate team with a friendly and supportive company culture