Director of Federal Sales

United StatesRemoteFull-timeexecutive

SalesAccount Executive

0 views0 saves0 applied

Apply Now

Quick Summary

Requirements Summary

U.S. citizenship is required. 3+ years of experience managing a cybersecurity sales team selling to the U.S. Federal government.

Technical Tools

SalesAccount Executive

This role leads the development and execution of a Federal sales function during an important phase of organizational growth. You will combine sales leadership with hands-on account ownership, managing a team while personally sourcing and closing strategic opportunities. The position covers multiple Federal segments, including the Department of War, Intelligence Community, and civilian agencies. You will shape go-to-market strategy, build pipeline, strengthen partner relationships, and establish the processes needed for scalable Federal sales. Working closely with product, marketing, delivery, and executive teams, you will represent the organization with senior government and industry stakeholders. This is a player-coach opportunity suited to an experienced cybersecurity sales leader who thrives in a fast-moving technology environment.

Lead, develop, and coach a team of Federal sales professionals, establishing territory expectations, sales cadence, deal-review practices, and performance standards.
Drive pipeline development and revenue growth across Department of War, Intelligence Community, and civilian Federal segments.
Operate as a player-coach by carrying an individual quota while directly sourcing, managing, and closing strategic Federal opportunities.
Own complex sales cycles from initial opportunity identification through contract execution, managing multiple opportunities simultaneously.
Develop, maintain, and execute account plans for Federal customers and prospects.
Build relationships with resellers, system integrators, government stakeholders, and other partners involved in complex Federal sales cycles.
Serve as an executive-level representative in customer meetings, presenting solutions and communicating the value proposition to senior government and industry audiences.
Establish and enforce disciplined sales processes covering CRM usage, prospecting, opportunity management, pipeline hygiene, and forecasting.
Collaborate with product, marketing, delivery, and sales leadership teams to accelerate Federal growth and align market strategy with customer needs.
Support hiring, onboarding, ramping, territory planning, and quota design as the Federal sales organization expands.
Report team and individual performance against quota, pipeline coverage, and forecast accuracy to company leadership.

Requirements

~1 min read

U.S. citizenship is required.
3+ years of experience managing a cybersecurity sales team selling to the U.S. Federal government.
7+ years of individual contributor experience selling software directly to Federal government customers.
Demonstrated success developing new accounts and consistently exceeding sales quotas.
Experience working with resellers and system integrators to execute complex Federal government sales cycles.
Current U.S. security clearance or the ability to obtain one with sponsorship.
Strong understanding of Federal government sales processes and customer environments.
Working experience or familiarity with Department of War acquisition or logistics domains.
Proficiency with CRM and sales forecasting platforms such as HubSpot.
Strong executive communication, presentation, negotiation, and relationship-building skills.
Proven ability to operate effectively in a fast-paced technology startup environment.
Strong organizational and pipeline-management skills, with the ability to manage multiple strategic opportunities simultaneously.
Ability to adapt to changing priorities and evolving business requirements.