Senior Director of Federal Sales

What Youll Do

• Identify, develop, and manage key federal accounts, focusing on expanding our footprint within federal agencies. Leverage existing relationships and build new ones to drive revenue growth.
• Build, mentor, and lead a high-performing federal sales team. Provide guidance, set performance goals, and conduct regular performance reviews to ensure the team meets or exceeds targets.
• Cultivate strong, long-lasting relationships with key decision-makers within federal agencies. Act as the primary point of contact for federal clients, ensuring high levels of customer satisfaction.
• Work closely with internal teams, including product, marketing, and federal delivery managers, to align sales strategies with product offerings and customer needs.
•  Collaborate with partners and integrators to expand market reach.
• Build and maintain a robust sales pipeline, ensuring consistent and timely progress through the sales cycle. Utilize Salesforce to track opportunities, forecast sales, and report on key metrics.
• Ensure all federal sales activities comply with relevant regulations, including Federal Acquisition Regulations (FAR) and other government procurement requirements.
• Contribute to the development of long-term strategic plans, including market analysis, competitive positioning, and identifying new market opportunities within the federal sector.
• Develop and execute strategies to ensure high customer retention and satisfaction, including regular check-ins, feedback collection, and proactive problem resolution.
• Provide regular reports to the VP of Global Public Sector on sales performance, market trends, and strategic initiatives.

Skills You’ll Bring to Our Team

• Experience designing and implementing federal sales strategy focused on selling cybersecurity SaaS solutions to federal agencies, including the Department of Defense (DoD), intelligence community, and civilian agencies.
• Have an in-depth knowledge of federal procurement processes, including familiarity with FAR, DFARS, and contract vehicles like GSA Schedule and GWACs.
• Expertise in navigating federal compliance requirements, including security standards like FedRAMP, and understanding how these impact the sale and implementation of DevOps solutions.
• Solid understanding of DevOps principles, practices, and tools, as well as cloud computing platforms (e.g., AWS, Azure, Google Cloud) and how these technologies are leveraged within federal environments.
• Ability to articulate the value proposition of SaaS-based DevOps solutions, translating technical capabilities into benefits that resonate with federal customers.
• Expertise in building and managing a sales pipeline, from lead generation to closing deals, ensuring consistent revenue growth in the federal sector.
• Strong negotiation skills, with the ability to influence decision-makers and close deals in a complex federal sales environment.
•  Experience leading and developing a sales team, with a focus on mentoring team members, fostering a collaborative culture, and driving high performance.
• Comfortable working in a fast-paced, dynamic startup environment where agility, resourcefulness, and problem-solving are key to success.

Preferred Qualifications

• 10+ years of experience in federal sales, with at least 5 years in a leadership role. Proven track record of success in selling to federal agencies, particularly within the DoD and intelligence communities.
• Deep understanding of federal procurement processes, contract vehicles (e.g., GSA Schedule, GWACs), and the competitive landscape within the federal market.
• Established network of contacts within federal agencies, including key decision-makers and influencers.
• Excellent communication, negotiation, and presentation skills. Ability to effectively articulate the value proposition of complex solutions to a federal audience.
• Willingness to travel up to 50% or as needed to meet with federal clients and attend industry events.
• Have a strong interest in matters of national security