Director, Federal Accounts

ImageTrend•Eagan, MN

1d•Remote

About The Position

Under the direction of the CRO, the Director, Federal Accounts is responsible for leading ImageTrend's federal market strategy and driving long-term revenue growth across federal agencies, acquisition channels, strategic partners, and government programs. This highly visible individual contributor role serves as a trusted advisor to executive stakeholders, influences agency modernization initiatives, navigates complex federal procurement environments, and secures transformative, multi-year opportunities that support ImageTrend's strategic growth objectives. The Director, Federal Accounts owns the development and execution of the federal territory strategy, identifies emerging market opportunities, strengthens executive-level relationships, and collaborates across the organization to shape solutions that address evolving agency needs. This role is designed for a strategic, highly consultative sales professional who thrives in complex environments and demonstrates accountability for business growth, market expansion, and long-term customer success. ImageTrend sales team members follow a well-defined methodology, collaborate with internal stakeholders, qualify and identify prospective clients' unique needs, and clearly convey the value of ImageTrend solutions. This role provides an opportunity to contribute meaningfully to team success, expand ImageTrend's federal presence, and positively impact the communities and agencies we serve.

Requirements

Bachelor's degree in Business, Marketing, Communications, Public Administration, or a related field, or an equivalent combination of education and relevant experience
Progressive SaaS sales experience, including significant experience selling into federal government agencies or similarly complex enterprise environments, preferably within the public safety or healthcare industries
Demonstrated success managing strategic, high-value opportunities with extended sales cycles and multiple stakeholders
Proven experience developing and executing federal market growth strategies that drive measurable revenue expansion and market penetration
Strong understanding of federal procurement processes, contracting vehicles, agency funding mechanisms, acquisition strategies, and government purchasing environments
Demonstrated ability to build credibility, influence decision makers, and develop trusted advisor relationships with executive-level stakeholders
Proven achievement of consistent sales growth, profitability, retention, and high average selling price (ASP) performance
Proven experience leading and coordinating complex opportunities that involve multiple departments, strategic partners, and competing stakeholder priorities
Demonstrated proficiency with consultative sales methodologies, including MEDDICC and Force Management principles such as Command of the Message, value frameworks, and outcome-focused messaging
Strong executive presence with exceptional written, verbal, presentation, negotiation, and influencing skills
Proven ability to drive business results, influence strategy, and lead cross-functional initiatives without direct people management responsibility
Strong analytical and problem-solving skills with the ability to translate complex concepts into clear, compelling business value
Experience utilizing Salesforce CRM, Gong, Microsoft Office Suite, and other sales productivity and forecasting tools
Proven ability to forecast and manage a complex federal sales pipeline using data-driven insights and disciplined sales processes
Exceptional organizational skills with the ability to manage multiple priorities in a dynamic environment
Ability to maintain discretion and confidentiality when handling sensitive, proprietary, or customer information
Strong work ethic, integrity, accountability, collaboration, and customer-focused mindset
Enthusiasm for continuous learning and staying informed on federal market trends, public safety technology, healthcare technology, and government modernization initiatives
Ability to travel up to 50%

Responsibilities

Achieve or exceed annual sales goals as outlined in the Sales Compensation Plan incentive agreement
Own and execute the federal growth strategy, driving revenue expansion across assigned agencies, territories, acquisition channels, and strategic accounts
Manage the full sales lifecycle from opportunity identification and qualification through negotiation, contracting, and close, focusing on high-value, multi-year opportunities and enterprise software solutions
Develop and maintain executive-level relationships with agency leadership, procurement officials, program administrators, industry partners, contract vehicle stakeholders, and key federal decision makers
Proactively identify, assess, and pursue emerging federal opportunities through strategic territory planning, account-based selling, market intelligence, and consultative engagement
Facilitate executive-level meetings and deliver compelling solution presentations and demonstrations that align customer challenges with measurable business outcomes
Serve as a trusted advisor to federal stakeholders by understanding agency priorities, modernization initiatives, funding strategies, compliance requirements, and operational challenges
Apply Force Management principles, including Command of the Message and value frameworks, to effectively communicate ImageTrend's value proposition and strengthen competitive positioning
Develop and deliver accurate revenue forecasts through disciplined pipeline management, account planning, and CRM data integrity
Influence federal go-to-market strategies by providing market intelligence, customer feedback, competitive insights, and recommendations to leadership
Partner cross-functionally with Product, Marketing, Customer Success, Legal, Finance, Contracting, and Executive Leadership to accelerate strategic opportunities and support customer success
Identify and evaluate new acquisition pathways, contract vehicles, teaming relationships, strategic partnerships, and growth opportunities within the federal sector
Lead and coordinate federal RFP, proposal, contracting, and procurement activities while ensuring alignment with internal stakeholders and business objectives
Monitor federal policy developments, funding initiatives, legislative priorities, agency budgets, and market trends to anticipate customer needs and uncover growth opportunities
Build strong relationships internally and externally, collaborating effectively to remove obstacles, align resources, and advance complex opportunities through the sales process
Act as an ambassador for ImageTrend with professionalism, integrity, and executive presence when engaging customers, prospects, partners, industry groups, and other external audiences
Attend and actively participate in meetings, including but not limited to team meetings, pipeline reviews, trainings, territory planning sessions, Community Updates, product updates, and leadership discussions
Adhere to departmental standards, workflows, SLAs, metrics, compliance requirements, and other established processes
Travel as required to support customer engagement, industry events, business development activities, and company initiatives
Perform additional duties and responsibilities as assigned