Federal Sales Director

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Develop and expand the Federal Business.

• Take ownership and grow a strategic Federal territory, responsible for creating pipelines, achieving revenue targets, and facilitating long-term account growth.

• Assist in defining and implementing BlueCat’s Federal growth strategy across civilian, defense, and intelligence sectors.

• Identify whitespace opportunities, emerging initiatives, modernization programs, and mission-driven use cases where BlueCat can provide significant value.

• Establish repeatable sales processes, operational efficiency, and territory discipline to support scaling as the Federal business evolves.

• Personally drive key strategic opportunities while mentoring and guiding other Federal sales representatives.

• Assist in onboarding, developing, and promoting future Federal Account Executives.

• Share best practices regarding account strategies, pipeline development, navigation of Federal procurement, and engagement with executives.

• Serve as a culture leader, instilling a sense of urgency, accountability, collaboration, and professionalism within the team.

• Lead complex, multi-faceted sales cycles from initial engagement to closure.

• Foster relationships across CIO, CISO, networking, infrastructure, operations, and procurement sectors.

• Navigate Federal acquisition pathways including GWACs, BPA vehicles, GSA schedules, and partner-led procurement strategies.

• Create strategic account plans that align technical outcomes with mission objectives.

• Clearly articulate BlueCat’s value in areas such as network modernization, Zero Trust, cybersecurity operations, cloud transformation, automation, and network observability.

• Help customers recognize how DNS intelligence, network telemetry, and foundational infrastructure visibility enhance resiliency and operational awareness.

• Collaborate closely with Marketing, Channel, Alliances, Customer Success, Product, and Executive Leadership teams.

• Build strong relationships with Federal systems integrators, strategic resellers, and ecosystem partners.

• Provide accurate forecasting, pipeline visibility, and territory planning through Salesforce.

⛳️ Requirements

• 8+ years of successful enterprise technology sales experience in the U.S. Federal market.

• Proven expertise in building or scaling Federal territories, teams, or businesses.

• Strong history of surpassing quotas and closing complex enterprise or Federal transactions.

• Experience in selling cybersecurity, networking, infrastructure, observability, SaaS, automation, or cloud-related solutions.

• In-depth knowledge of Federal buying processes, procurement protocols, and contract vehicles.

• Established relationships within Federal agencies, systems integrators, and channel ecosystems.

• Capability to operate strategically while maintaining a hands-on approach.

• Strong executive presence with effective communication skills for both technical and business stakeholders.

• Experience in developing account plans, territory strategies, and pipeline generation initiatives.

• Exceptional cross-functional leadership and collaboration abilities.

• High sense of urgency, accountability, and ownership mindset.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Tax-advantaged accounts (HSA, FSA).

• Annual Lifestyle Spending Account (LSA).

• A 401(k) plan with company matching.

• Paid parental leave.

• Vacation, personal, and wellness days.

• An annual learning and development budget.

• Participation in the company's annual bonus program.