Director, Federal Sales - DoW

Granicus•Remote,

1d•$145,000 - $170,000•Remote

About The Position

The Director, Federal Sales – Department of War (DoW) owns account strategy, business development, and sales execution for DoW as the primary account, spanning military services, combatant commands, defense agencies, and installations. The role builds a team of quota-carrying Account Executives focused on pipeline development, new-customer acquisition, and enterprise expansion. Other Federal accounts may be assigned secondarily without displacing the DoW focus. The Director combines strategic account leadership with hands-on sales execution. This includes building senior civilian and military customer relationships, identifying funded priorities, coaching sellers through complex defense opportunities, and activating partners to advance pursuits from discovery through contract award and customer adoption. Success requires an understanding of defense organizations, mission needs, funding cycles, acquisition pathways, and technology buying decisions, and the ability to connect digital communications, engagement, and experience solutions to customer outcomes. The role is directly accountable for DoW bookings and revenue attainment, qualified pipeline, strategic account penetration, new-customer acquisition, expansion, forecast accuracy, account retention, and sales-team development. Account plans connect installation- and program-level opportunities with broader command-, service-, and department-level growth. The position also supports other Federal accounts as assigned while maintaining DoW as the primary focus.

Requirements

8+ years of enterprise SaaS, government technology, defense technology, or B2G sales experience, with demonstrated success developing and closing complex opportunities within DoD and the broader Federal market.
3+ years of people leadership experience managing quota-carrying sales professionals and delivering measurable sales performance.
Proven success building and scaling new-logo acquisition strategies, expanding strategic accounts, and driving revenue growth.
Deep understanding of defense funding, acquisition, and procurement processes, including experience with Federal contract vehicles such as GSA Schedules, GWACs, IDIQs, BPAs, SEWP, or OTAs.
Strong strategic account planning, territory management, pipeline development, forecasting, and financial management capabilities.
Experience leading complex, multi-stakeholder sales cycles involving senior military, civilian, technology, acquisition, and contracting leaders.
Demonstrated success recruiting, coaching, developing, and retaining high-performing sales talent.
Experience building and managing relationships with systems integrators, channel partners, resellers, and technology partners.
Strong executive presence, business acumen, communication, negotiation, and relationship-management skills.
Proficiency with Salesforce or comparable CRM and sales analytics platforms.
Ability to travel domestically approximately 50% of the time.

Nice To Haves

Prior military, defense civilian, or defense-industry leadership experience relevant to the account; specific military rank or Senior Executive Service status is not required.
Established relationships with defense program, technology, public affairs, personnel, installation, or acquisition organizations.
Experience building or significantly scaling a defense technology account or territory, including expanding installation- or program-level deployments into service- or department-level opportunities.
Experience working with major Federal systems integrators and channel partners.
Experience with government digital communications, customer experience, engagement, or comparable technology platforms.
Ability to distinguish current product authorizations from customer-specific defense security requirements and coordinate validation before making commitments.

Responsibilities

Develop and execute an integrated DoW account strategy with service-, command-, agency-, and installation-level plans; identify priority programs, budget owners, decision-makers, competitive alternatives, acquisition pathways, and near- and long-term opportunities.
Own quarterly and annual DoW bookings and revenue targets, balancing near-term awards with long-term pipeline development and maintaining accurate forecasts, CRM practices, pipeline reviews, and account plans.
Build relationships with senior civilian and military leaders, technology executives, program owners, public affairs teams, personnel organizations, installation leadership, and acquisition stakeholders; serve as executive sponsor for strategic pursuits.
Lead executive briefings and discovery workshops to translate customer challenges into qualified opportunities with identified sponsors, funding, outcomes, acquisition paths, timelines, and next steps.
Develop repeatable sales approaches for installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation, positioning solutions around measurable customer value.
Connect local deployments to broader program-, command-, service-, and department-level opportunities; develop expansion business cases, map stakeholders, and establish approaches to entering unserved DoW accounts.
Establish pursuit plans covering stakeholder alignment, funding, procurement strategy, competitive differentiation, pricing, security requirements, risks, and milestones; coordinate with Legal, Finance, Security, and Sales Operations.
Build joint DoW account plans with systems integrators, resellers, and technology partners, defining responsibilities for customer access, solution development, co-selling, and contract execution.
Recruit, coach, develop, and retain approximately 6–10 quota-carrying Account Executives; align territory coverage, quota allocation, goals, account reviews, and deal coaching to the DoW strategy.
Coordinate Sales Engineering, Product, implementation specialists, and Customer Success around customer roadmaps, sales-to-delivery transitions, adoption, and customer-agreed measures of value.
Bring customer needs, competitive insights, and validated security requirements into product planning, marketing, messaging, and investment decisions; represent the company at customer briefings, industry events, and partner engagements.
Provide executive recommendations on account investment, territory priorities, partnership strategy, and growth opportunities based on market intelligence, customer insights, acquisition trends, and defense modernization initiatives.
Support other Federal accounts as assigned while maintaining DoW as the primary focus for account planning, customer engagement, and resource prioritization.
Preserve the confidentiality, integrity, and availability of company information assets in accordance with the information security program.
Protect employee and customer data privacy and complete required privacy training in a timely manner.

Benefits

Flexible Time Off.
Company-wide paid Wellbeing Days.
Work From Home Reimbursement.
Multiple health plan options, including a 100% employer-paid plan.
Employer HSA contributions for team members enrolled in a High-Deductible Health Plan.
Fitness Reimbursement Program.
On-demand mental health support, including access to Headspace and other wellness tools.
Paid parental leave for birthing and non-birthing parents.
Traditional and Roth 401(k) with a company match.
100% employer-paid Life and AD&D Insurance.
Online learning platforms for professional development.
Competitive salary and bonuses.