Senior Sales Director – Federal Civilian Market

This is a fully remote position, open to applicants in District of Columbia, +2 more states.

📋 Description

• Lead the strategy and execution aimed at increasing networking revenue, pipeline, and market share within the U.S. Civilian Market.

• Develop a holistic Civilian go-to-market strategy encompassing all Civilian agencies.

• Collaborate with Systems Engineering, product/BU leaders, and the channel ecosystem to secure and expand intricate networking opportunities.

• Meet or surpass annual networking revenue and bookings objectives.

• Create and maintain a strong, qualified pipeline.

• Enhance forecast accuracy and execution discipline through a consistent operating rhythm.

• Build and foster a high-performing sales leadership team and culture.

• Own and implement the Federal/Civilian networking go-to-market strategy across all services and agencies.

• Drive acquisition of new logos and expansion aligned with Civilian modernization efforts.

• Formulate and sustain annual and multi-year business plans.

• Lead complex, multi-stakeholder pursuits from opportunity identification to closure.

• Coordinate selling activities among direct sellers, SEs, specialists, and partners.

• Mitigate channel and internal conflicts, facilitating resolutions as necessary.

• Support pricing strategies and obtain approvals for non-standard pricing.

• Ensure disciplined pipeline generation, qualification, and progression.

• Provide accurate forecasts for weekly, monthly, quarterly, and annual performance.

• Manage execution through regular pipeline and deal reviews.

• Cultivate trusted relationships with senior Federal/Civilian technical, operational, and acquisition leaders, as well as with reseller/partner/Federal Systems Integrator communities.

• Represent the company in executive briefings and pivotal customer forums.

• Lead, mentor, and develop sales leaders and sellers within the Federal Civilian portfolio.

• Oversee hiring, performance management, succession planning, and talent development.

• Report directly to the VP of Federal Sales.

⛳️ Requirements

• Over 10 years of technology sales experience with substantial U.S. Federal exposure (Civilian preferred).

• At least 5 years of progressive sales leadership experience, including managing direct line managers.

• Proven track record in leading complex, enterprise sales cycles.

• Bachelor’s degree or equivalent experience.

• Experience in leading large sales teams, including the management of leaders.

• Strong understanding of Federal resellers, integrators, and alliance partners.

• Demonstrated success in meeting or exceeding quotas as a sales leader in Federal Civilian.

• U.S. citizenship is required for many Civilian engagements.

• Active Secret clearance is preferred; Top Secret is a plus.

🏝️ Benefits

• Comprehensive health and wellness benefits that support physical, financial, and emotional well-being.

• Opportunities for personal and professional development.

• Flexible work arrangements to balance professional and personal needs.

• Remote/teleworker options, primarily allowing work from home.