Director, Federal Sales: Air Force and Space Force (Government)

AT&T•Chantilly, VA

18h•Hybrid

About The Position

AT&T Global Public Sector is seeking a growth-oriented sales leader to advance the missions of the U.S. Air Force and U.S. Space Force. The Director will build and execute a portfolio strategy connecting air, space, base, enterprise IT, cyber, data, and modernization priorities with secure, resilient communications and technology solutions. This role focuses on creating qualified demand, shaping acquisition pathways, and bringing AT&T and its partners to complex mission problems—not simply responding to released solicitations. The position combines people leadership, executive customer engagement, portfolio strategy, capture discipline, and accountability for growth. The leader will set the go-to-market strategy; lead, coach, and develop the sales team; build customer relationships and pipeline; sponsor strategic pursuits; coordinate internal and partner teams; and own business performance. The work is hybrid and customer-facing, with a preferred location in the National Capital Region and regular customer engagement in the Washington, DC, Maryland, and Northern Virginia market. The posting lists Chantilly, Virginia, and Columbia, Maryland, as locations. It describes the role as onsite at a designated work location one day per week, states that no relocation is offered, and notes that the successful leader will establish the cadence needed to lead the team and engage customers. Regular travel is required. The portfolio covers the Department of War, U.S. Air Force, and U.S. Space Force. Priorities include resilient and contested communications, base and enterprise modernization, mobility and 5G, zero trust, cloud-to-edge connectivity, space data transport, cyber, and AI-enabled operations. The leader is expected to connect customer missions to commercial technology while respecting security, interoperability, acquisition, and operational constraints. The role is regular, full-time, with 40 weekly hours. The stated salary range is $141,300–$211,900, plus commission of $95,000. Individual starting salary may depend on geography, experience, expertise, and education or training. No specific degree is required; equivalent practical experience is accepted.

Requirements

Demonstrated success leading and growing complex enterprise technology, telecommunications, digital infrastructure, cybersecurity, cloud, software, professional services, or mission-solution businesses.
Experience leading quota-carrying sellers or cross-functional growth teams, with a record of coaching talent and improving execution.
Ability to originate, shape, qualify, and close complex, multi-stakeholder opportunities rather than relying only on established relationships or released procurements.
Working knowledge of federal acquisition and funding processes, including contract vehicles, teaming, capture, proposals, pricing, negotiations, and procurement risk.
Executive-level communication and presence, with the ability to engage mission, technology, acquisition, and business stakeholders and translate among them.
Technology fluency and intellectual curiosity; ability to learn quickly, ask incisive questions, and lead credible conversations about modern architectures and mission outcomes.
Strong business and analytical judgment, including pipeline economics, investment trade-offs, pricing, profitability, forecast risk, and resource allocation.
Ability to lead across a matrix, influence without direct authority, and maintain momentum across long sales cycles and competing priorities.
Ability to travel regularly for customer, team, partner, and industry engagement.
Ability to obtain and maintain required customer access or a U.S. Government security clearance if needed for assigned work; an active clearance is not required at application unless dictated by a specific customer engagement.
No specific degree is required; a bachelor’s or advanced degree, military education, industry credentials, or equivalent practical experience is accepted.

Nice To Haves

Experience supporting or selling into the Department of the Air Force, U.S. Air Force, U.S. Space Force, major commands, field commands, PEOs, program executive offices, laboratories, combatant command stakeholders, or the supporting industrial base.
Record of building or transforming a federal go-to-market motion, launching new offerings, entering adjacent mission areas, or creating repeatable sales plays.
Experience partnering with major systems integrators, defense technology companies, hyperscalers, OEMs, and small businesses.
Familiarity with mission networks, zero trust, cloud and edge architectures, resilient communications, cybersecurity, data and AI, or managed service operating models.
Experience with complex indefinite-delivery vehicles, task orders, enterprise agreements, Other Transaction Authority, Commercial Solutions Openings, or similar acquisition approaches.
Based in the National Capital Region or able to sustain a consistent in-person presence with customers and the team.
Bachelor’s or advanced degree, military education, industry credentials, or equivalent practical experience.

Responsibilities

Set and execute the assigned portfolio’s go-to-market strategy, including priority missions, accounts, use cases, partners, contract pathways, and investment choices.
Lead, coach, and develop a high-performing sales team; set standards for account planning, opportunity creation, customer coverage, qualification, forecast integrity, and follow-through.
Build pipeline before RFP release by engaging mission owners, CIO and CTO organizations, acquisition leaders, contracting officials, technical authorities, and industry partners.
Translate mission and operational challenges into outcome-based solutions involving networking, mobility and 5G, edge, cloud connectivity, cybersecurity, AI-enabled operations, professional services, and managed solutions.
Personally sponsor strategic pursuits from discovery and shaping through capture, negotiation, award, implementation alignment, and expansion.
Develop trusted executive relationships and broaden account engagement beyond a single customer, program, contract, or technology domain.
Coordinate solution engineering, capture, contracts, legal, finance, delivery, operations, product, marketing, and partner teams in a matrixed environment.
Develop a partner strategy involving systems integrators, OEMs, cloud and security providers, small businesses, and contract vehicle holders.
Own business performance, including qualified pipeline, funnel conversion, bookings, revenue, margin, forecast accuracy, account health, and CRM discipline.
Create a culture centered on customer mission, curiosity, speed, accountability, ethical judgment, inclusion, and continuous learning.
Travel regularly for customer, team, partner, and industry engagement.
Build strategies addressing Air Force and Space Force priorities across headquarters, commands, program offices, laboratories, bases, operational units, and the defense industrial base.

Benefits

Medical, dental, and vision coverage
401(k) plan
Tuition reimbursement program
Paid time off and holidays, including at least 28 vacation days per year and 9 company-designated holidays
Paid parental leave
Paid caregiver leave
Additional sick leave beyond what state and local law require may be available; it is unprotected
Adoption reimbursement
Short- and long-term disability benefits
Life and accidental death insurance
Supplemental benefits, including critical illness, accident, hospital indemnity, and group legal programs
Employee Assistance Programs
Employee wellness programs
Employee discounts of up to 50% on eligible AT&T mobility plans and accessories, AT&T internet and fiber where available, and AT&T phone
Long-term grants and deferred compensation
Commission