Sr. Sales Director - Federal Civilian Market

Accountabilities

• • Own and execute the networking go-to-market strategy across the U.S. Federal Civilian market, covering relevant agencies and services.
  • Drive new-logo acquisition and expansion opportunities aligned with Federal Civilian modernization priorities.
  • Develop and maintain annual and multi-year business plans designed to achieve revenue, bookings, pipeline, and market-share objectives.
  • Lead complex, multi-stakeholder sales pursuits from opportunity shaping through negotiation and close.
  • Orchestrate selling motions across direct sellers, systems engineers, specialists, resellers, integrators, and alliance partners.
  • Minimize channel and internal conflicts, broker resolutions when necessary, and support pricing strategy and non-standard pricing approvals.
  • Establish disciplined pipeline-generation, qualification, progression, and review processes to support predictable growth.
  • Maintain accurate weekly, monthly, quarterly, and annual forecasts while driving strong execution through regular pipeline and deal reviews.
  • Build and maintain trusted relationships with senior Federal Civilian technical, operational, and acquisition leaders, as well as reseller and Federal Systems Integrator executives.
  • Represent the organization in executive briefings, strategic customer meetings, and key industry forums.
  • Lead, coach, and develop sales leaders and sellers across the Federal Civilian portfolio.
  • Own hiring, performance management, succession planning, and broader talent development initiatives for the sales organization.

  Requirements

  • 10+ years of technology sales experience with significant exposure to the U.S. Federal market, preferably within Civilian agencies.
  • 5+ years of progressive sales leadership experience, including direct management of sales managers or other people leaders.
  • Demonstrated success exceeding sales quotas and delivering measurable growth within the Federal Civilian market.
  • Proven ability to lead complex, enterprise-level sales cycles involving multiple stakeholders, technical teams, partners, and procurement organizations.
  • Bachelor’s degree or equivalent combination of education and relevant professional experience.
  • Strong understanding of Federal resellers, systems integrators, channel ecosystems, and alliance partners.
  • Experience leading larger sales organizations and managing through other leaders is preferred.
  • Excellent executive communication, negotiation, relationship-building, and stakeholder management skills.
  • Strong strategic planning, forecasting, pipeline management, and business development capabilities.
  • Ability to operate effectively in complex, highly competitive environments while maintaining accountability for revenue and business outcomes.
  • U.S. citizenship may be required for certain Federal Civilian engagements.
  • An active Secret security clearance is preferred; Top Secret clearance is a plus.
  • Ability to work primarily remotely as a teleworker while maintaining strong collaboration with customers, partners, and internal teams.

  Benefits

  • Remote/teleworker flexibility: Primarily work from home with a distributed working environment.
  • Competitive executive compensation: Annual salary and target-level sales compensation range of $257,500–$624,000 for candidates in District of Columbia, Maryland, and Virginia.
  • Performance-based compensation: The stated range represents combined base salary and target-level sales compensation at 100% achievement of the sales plan, with a 50/50 base-to-target incentive mix.
  • Health and wellbeing: Comprehensive benefits designed to support physical, financial, and emotional wellbeing.
  • Professional development: Career development programs and opportunities to deepen expertise or explore new areas of the organization.
  • Work-life flexibility: Flexibility designed to help employees manage professional responsibilities and personal needs.
  • Inclusive culture: A workplace that values varied backgrounds, individual perspectives, collaboration, and innovation.
  • Leadership opportunities: Significant influence over Federal Civilian market strategy, revenue growth, customer relationships, and sales talent development.