Director of Federal Sales

Accountabilities:: 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: 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. Benefits: Base salary range of $225,000–$250,000, depending on experience, skills, and other relevant factors. Remote work opportunity. Leadership responsibility across Federal government sales segments. Opportunity to build and shape a Federal sales function and its go-to-market strategy. Player-coach role combining sales leadership with direct ownership of strategic opportunities. Exposure to complex cybersecurity sales cycles involving government agencies, resellers, and system integrators. Opportunity to work closely with product, marketing, delivery, and executive leadership teams. Fast-paced technology environment focused on cybersecurity innovation and Federal market growth.