Director, Sales - DOW

Windward • Washington DC, DC

2d • Hybrid

About The Position

Maritime activity connects some of the Intelligence Community’s most complex challenges: great-power competition, sanctions evasion, narcotics trafficking, and illicit proliferation networks. Understanding that activity requires connecting fragmented data, detecting deceptive behavior, and identifying relationships that are difficult to see at scale. Windward’s AI-powered maritime intelligence platform helps analysts address these challenges. With existing adoption across U.S. government organizations, including Intelligence Community customers, we have a foundation for broader growth. We are looking for a Director of Sales who can expand that foundation across mission centers, directorates, and programs—turning demonstrated analytical value into funded, enduring adoption.

Requirements

• Active TS/SCI clearance.
• Five or more years selling software, data, or analytics into the Intelligence Community, with closed opportunities that can be discussed at an unclassified level.
• Demonstrated ownership of full-cycle federal sales, including engagement with acquisition and contracting stakeholders.
• A record of meeting sales targets and expanding strategic accounts.
• Experience securing executive sponsorship and advancing opportunities with senior intelligence leaders.
• Understanding of federal procurement, funding cycles, contract vehicles, and the security and authorization requirements that influence deployment.
• Ability to discuss data fusion, analytical outputs, false positives, and integration requirements with technical customers.
• Experience growing an initial foothold into adoption across multiple teams or directorates.

Nice To Haves

• CI or full-scope polygraph.
• Prior intelligence experience in maritime analysis, targeting, GEOINT, MASINT, collection management, or all-source analysis.
• Experience as a government user of commercial data or analytics.
• Relationships with IC-focused primes, systems integrators, and cleared partners.
• Familiarity with customer requirements concerning corporate ownership, facility clearances, supply-chain provenance, and data handling.
• Practical use of MEDDPICC or an equivalent qualification methodology.

Responsibilities

• Lead account mapping, mission discovery, champion development, technical validation, procurement strategy, negotiation, close, and expansion for a named IC account portfolio.
• Build relationships with senior intelligence executives, directorate and mission-center leaders, technology leaders, and program executives to secure executive access and sponsorship.
• Connect analyst demand with senior sponsorship and budget authority.
• Work with targeters, all-source analysts, collection managers, and program teams to understand workflow gaps and partner with Solution Engineering to demonstrate how Windward supports their requirements.
• Identify viable contract vehicles, funding sources, acquisition strategies, and teaming arrangements, incorporating security, integration, and authorization dependencies into the pursuit plan.
• Turn a successful deployment into adoption across additional teams, directorates, and mission sets by partnering with Customer Success and delivery teams to establish evidence of value.
• Develop relationships with primes, systems integrators, and cleared partners that support access, procurement, and delivery.
• Apply MEDDPICC, maintain accurate CRM records, and surface risks early to build forecasts grounded in validated requirements, funding, decision processes, and customer commitments.
• Bring actionable mission requirements and market insight to product and leadership teams while setting realistic customer expectations.

Benefits

• Substantive intelligence challenges.
• Help customers understand deceptive maritime activity and complex global networks.
• An established starting point with existing government and IC adoption.
• Direct customer influence by bringing mission insight into product development and go-to-market decisions.
• Opportunity to shape the business and play a central role in expanding Windward’s Intelligence Community presence.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed