Executive Director of Software Sales (Federal and Commercial)

MANTECH•Herndon, VA

6d•$165,900 - $297,100•Hybrid

About The Position

MANTECH International Corporation is seeking an experienced, strategic, and results-driven Executive Director of Software Sales to lead and scale its dual-market revenue organization across both the U.S. Federal Government and Commercial Enterprise sectors. This leader will be responsible for building, directing, and executing high-growth go-to-market strategies tailored to the complex procurement frameworks of Public Sector entities while simultaneously expanding market share across Fortune 500 Commercial accounts that support National Security interests. The role involves formulating and executing integrated go-to-market strategies, driving revenue growth and ARR expansion, overseeing pipeline forecasting, serving as an executive sponsor on top-tier deals, and establishing relationships with key executives and stakeholders. The position also requires overseeing sales operational cycles, collaborating with internal teams to ensure solution alignment with government compliance standards, cultivating strategic alliances with partners, and recruiting, mentoring, and retaining high-performing sales leaders. The role emphasizes establishing modern selling methodologies and driving revenue operations.

Requirements

Bachelor’s degree in Business, Computer Science, Engineering, or a related field.
14+ years of overall professional experience with 10+ years of progressive executive leadership in B2B SaaS or enterprise software sales.
Demonstrated track record of scaling revenue from $20M to $100M+ ARR across hybrid Federal and Commercial markets.
Extensive experience selling into the U.S. Federal Government (Department of Defense, Civilian Agencies, Intelligence Community) and Fortune 500 commercial accounts.
Deep knowledge of public sector compliance requirements (FedRAMP, NIST, FAR/DFARS, CMMC).
Proven success managing multi-tier channel, partner, and Systems Integrator networks.
Proven success managing sales teams, establishing enablement metrics (KPIs), structuring compensation plans, and overseeing CRM operations.
Must have a current/active TS/SCI security clearance with the ability to obtain a polygraph.

Nice To Haves

Advanced degree (MBA or equivalent).
Proven track record expanding early-stage accounts into enterprise clients and directing inside sales teams to drive software sales into existing contracts.
Deep expertise in modern enterprise selling methodologies (e.g., MEDDPICC, Value Selling).

Responsibilities

Formulating and executing integrated go-to-market strategies targeting U.S. Federal agencies (DoD, Civilian, Intelligence Community) and Commercial B2B/Defense Industrial Base accounts.
Driving predictable annual revenue growth, expanding Annual Recurring Revenue (ARR), and overseeing accurate quarterly pipeline forecasting.
Serving as executive sponsor on top-tier deals, establishing relationships with C-suite executives, agency directors, CIOs/CISOs, and Defense Industrial Base primes.
Overseeing sales operational cycles involving commercial product catalog, GSA Schedules, non-traditional acquisitions (e.g., OTAs/CSOs), and agency-specific contract vehicles.
Collaborating with Product Management, Engineering, Legal, and Contracts teams to ensure solution alignment with government compliance standards (FedRAMP, FAR/DFARS, CMMC, DoD IL4/IL5/IL6).
Cultivating strategic alliances with Federal Systems Integrators (FSIs), VARs, and channel partners to accelerate capture strategies.
Recruiting, mentoring, and retaining high-performing sales leaders while establishing modern selling methodologies (e.g., MEDDPICC, Value Selling) and driving revenue operations.