Senior Director, Federal Sales

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

📋 Description

• Formulate and implement the sales strategy for the U.S. Federal Government aimed at driving revenue growth, bookings, pipeline development, forecasting, and market expansion.

• Take ownership of the federal sales operating plan and set measurable performance standards.

• Enhance the company's business with the Department of Veterans Affairs and create opportunities in federal civilian, defense, federal health, and Defense Industrial Base markets.

• Lead key federal opportunities, including account planning, executive engagement, discovery, solution positioning, capture strategy, proposals, pricing, negotiations, and deal closure.

• Establish and manage a qualified federal pipeline along with a structured opportunity qualification and capture-management process.

• Develop and maintain relationships with systems integrators, value-added resellers, distributors, contract holders, technology partners, and federal contractors.

• Create partner-specific business plans to enhance access to federal contract vehicles, acquisition pathways, teaming arrangements, and subcontracting opportunities.

• Recruit, onboard, coach, manage, and develop federal sales professionals while establishing a scalable sales structure.

• Sustain executive relationships with leaders in federal agencies, program officials, contracting personnel, technical stakeholders, mission owners, and partner executives.

• Represent the company at customer meetings, executive briefings, industry events, conferences, webinars, and partner forums.

• Act as the voice of the federal customer to Product, Engineering, Information Security, Compliance, Legal, Marketing, Finance, Operations, and Customer Support teams.

• Convert federal customer and partner requirements into actionable recommendations regarding product functionality, APIs, reporting, security documentation, training, support, billing, and workflow integration.

• Collaborate cross-functionally on security, compliance, pricing, contracting, implementation, support, billing, renewals, and expansion efforts.

• Keep track of federal budgets, agency priorities, acquisition forecasts, policy developments, modernization initiatives, competitive activities, and industry trends.

• Utilize CRM, sales-intelligence, forecasting, analytics, artificial intelligence, and market research tools to enhance sales productivity and reporting capabilities.

• Ensure the accuracy of CRM and business-system records.

• Prepare business reviews, forecasts, performance reports, account updates, and strategic recommendations for the Vice President of Public Sector and executive stakeholders.

• Identify obstacles to federal growth and suggest investments, resources, process improvements, partnerships, product capabilities, and organizational changes.

⛳️ Requirements

• A Bachelor’s degree from an accredited college or university.

• An equivalent mix of relevant education, specialized training, and progressively responsible professional experience can substitute for the bachelor’s degree.

• Over 10 years of progressively responsible experience in selling technology, software, cloud, telecommunications, or related solutions within the U.S. public sector, with significant experience in federal government.

• At least 8 years of experience in the federal defense health market, including the Defense Health Agency, military health organizations, Department of Veterans Affairs, federal healthcare programs, or related systems integrators and contractors.

• A minimum of 8 years of sales leadership experience with a focus on revenue attainment, forecasting, pipeline management, account strategy, employee development, performance management, and executive reporting.

• Experience managing federal sales teams, business development personnel, account executives, capture resources, and partner-led pursuits in complex, matrixed organizations.

• A proven track record of meeting or exceeding federal revenue, bookings, pipeline, and growth objectives for SaaS, cloud, cybersecurity, healthcare technology, telecommunications, or enterprise technology solutions.

• Familiarity with federal go-to-market, territory, account, and capture plans.

• Direct experience building strategic relationships with federal agencies, systems integrators, value-added resellers, distributors, contract holders, and technology partners.

• Knowledge of federal procurement and acquisition processes, including the Federal Acquisition Regulation, requests for information, requests for proposals, task orders, contract vehicles, teaming agreements, subcontracting arrangements, and partner-led transactions.

• Practical experience with FedRAMP, FISMA, CMMC, Controlled Unclassified Information, protected health information, and federal cloud security requirements.

• Experience in developing and managing large, complex federal opportunities.

• Ability to translate federal customer requirements into recommendations for cross-functional teams.

• Experience in recruiting, onboarding, coaching, and developing federal sales professionals.

• Advanced proficiency with CRM platforms such as Salesforce, Microsoft Dynamics, HubSpot, or similar systems.

• Proficiency with federal market intelligence platforms such as SAM.gov, GovWin, GovSpend, Bloomberg Government, HigherGov, GovTribe, FPDS, USAspending.gov, or comparable tools.

• Competence in using sales analytics, business intelligence, forecasting, and reporting tools.

• Capable of utilizing artificial intelligence, automation, research, and productivity tools.

• Proficiency with Microsoft 365, Google Workspace, Microsoft Teams, Zoom, Slack, or similar collaboration tools.

• Exceptional written, verbal, presentation, and executive briefing skills.

• Must be a U.S. citizen or green card holder residing in the U.S. for a minimum of 3 consecutive years.

• Sponsorship eligibility: No.

• Required to undergo an extensive Federal Government background check for a Public Trust Position.

• Must be able to sit for prolonged periods and manage long periods of screen time.

• Reliable, high-speed internet is mandatory.

• Willingness to travel up to 30% of the time.

• Experience in selling or supporting FedRAMP-authorized SaaS or cloud-based solutions is highly preferred.

• A robust professional network within federal health, defense, civilian agencies, systems integrators, federal channel partners, and the government technology market is strongly preferred.

🏝️ Benefits

• Annual performance bonus.

• Employee Stock Purchase Plan (ESPP).

• Enhanced time-off packages.

• Comprehensive benefits package.

• Fully remote work option within the U.S.

• Travel may be required up to 30%.

• High-speed internet is required for remote work.