Director of Federal Sales

Digital.ai

20h • Remote

About The Position

The Director of Federal Sales is an individual contributor responsible for managing Digital.ai’s most important federal accounts. The role combines account management—expanding existing customer relationships—with new-business development across U.S. federal civilian and defense agencies. The Director sells directly and through channel partners, helping agencies modernize how they plan, secure, and deliver software using the Digital.ai Platform, including Digital.ai Government Cloud, a FedRAMP Moderate-authorized offering.

The position develops territory and account plans, navigates federal procurement and budget cycles, and manages complex sales opportunities through long, multi-stakeholder buying processes. It also works with internal teams and external partners to address agency requirements, security needs, and contract terms, while building relationships with federal stakeholders and monitoring relevant policies and mandates.

The role is remote in the United States. Digital.ai offers flexible working hours and an informal work environment, on-site or remote. The stated annual base salary is estimated at $150,000, plus commission and stock; final compensation depends on qualifications, experience, and internal equity.

Requirements

• Bachelor’s degree or equivalent experience in business, engineering, sales, or marketing.
• Typically at least 14 years of enterprise software sales experience, including significant experience selling to U.S. federal agencies.
• Demonstrated record of exceeding quota as a senior individual contributor in the federal market, in both new business and account expansion.
• Experience managing large, complex, multi-stakeholder enterprise accounts.
• Experience selling directly and through channel partners.
• Working knowledge of federal procurement, including contract vehicles, fiscal-year budget cycles, and agency purchasing through resellers and integrators.
• Experience selling cloud and SaaS solutions in security-sensitive environments, including FedRAMP-governed environments.
• Deep understanding of enterprise sales methodologies such as MEDDPICC or Command of the Message.
• Strong forecasting discipline and pipeline management skills.
• Proficiency with CRM platforms such as Salesforce for pipeline visibility and forecasting accuracy.
• Ability to meet U.S. federal customer personnel requirements, which may include U.S. citizenship.

Nice To Haves

• Experience selling DevOps, DevSecOps, Application Security, agile planning, or related enterprise technology solutions to federal customers.
• Existing relationships across federal civilian and defense agencies and the integrator and reseller community.
• Experience partnering with channel or alliance partners to drive federal revenue.
• Active U.S. security clearance, or ability to obtain one.
• Ability to travel to customer sites and events, including in the Washington, D.C. area.

Responsibilities

• Own and manage Digital.ai’s most important federal accounts as the senior point of contact for customers, partners, and internal teams.
• Expand existing customer relationships, adoption, and revenue across the Digital.ai Platform.
• Identify, qualify, and win new business across U.S. federal civilian and defense agencies.
• Sell directly and through federal resellers, distributors, and systems integrators, including through contract vehicles such as the GSA Schedule.
• Develop account plans and a territory business plan, analyzing agency budgets, fiscal-year cycles, and acquisition forecasts to prioritize opportunities.
• Position Digital.ai planning, release, deployment, application security, and testing solutions against agency modernization and DevSecOps priorities.
• Promote Digital.ai Government Cloud and work with Product and Compliance teams to meet agency requirements.
• Apply sales processes and metrics such as MEDDPICC to federal buying cycles, including capture planning, RFI/RFP responses, and procurement milestones.
• Forecast monthly and quarterly bookings accurately and maintain a healthy pipeline through long federal sales cycles.
• Partner with Marketing, Customer Success, Sales Engineering, Legal, Finance, and Security teams to respond to agency requirements, security questionnaires, and contract terms.
• Build trusted relationships with program offices, CIOs, CISOs, and contracting officers, and represent Digital.ai at federal customer events and industry groups.
• Monitor federal policies and mandates, including software supply chain security and zero trust requirements, and translate them into account opportunities.

Benefits

• Flexible working hours and an informal work environment, on-site or remote.
• Comprehensive health insurance.
• Paid Time Off (PTO) program plus recognized holidays.
• Unlimited access to continuous learning and professional development with TalentLMS.
• Mentorship and dedicated learning time.
• Team-building and other unifying events.
• Opportunity to work with a diverse, globally distributed team.
• Estimated annual base salary of $150,000 plus commission and stock.

What This Job Offers

• Job Type: Full-time
• Career Level: Director