Federal Sales Director

BlueCat•Washington D.C. - Remote, WA

2d•Remote

About The Position

BlueCat is hiring a Federal Regional Director to build and scale our U.S. Federal business during a critical growth phase. This is a true player / coach role for someone who can both carry a strategic number personally while building the foundation for a high-performing Federal team. The ideal candidate understands the evolving Federal networking and cybersecurity landscape — especially around resiliency, observability, automation, and Zero Trust architectures — and can position BlueCat as a strategic platform partner across mission-critical infrastructure initiatives. This role reports directly into senior sales leadership and will play a major role in shaping our long-term Federal go-to-market strategy.

Requirements

8+ years of successful enterprise technology sales experience within the U.S. Federal market.
Proven success building or scaling Federal territories, teams, or businesses.
Strong track record of exceeding quota and closing complex enterprise or Federal deals.
Experience selling cybersecurity, networking, infrastructure, observability, SaaS, automation, or cloud-related solutions.
Deep understanding of Federal buying motions, procurement processes, and contract vehicles.
Existing relationships across Federal agencies, systems integrators, and channel ecosystems.
Ability to operate strategically while remaining highly hands-on.
Strong executive presence with the ability to communicate effectively with both technical and business stakeholders.
Experience developing account plans, territory strategies, and pipeline generation programs.
Strong cross-functional leadership and collaboration skills.
High urgency, accountability, and ownership mentality.

Nice To Haves

Experience selling Network infrastructure or networking platforms
Experience selling Cybersecurity or Zero Trust solutions
Experience selling Network observability or monitoring platforms
Experience selling Infrastructure automation or orchestration technologies
Experience selling Hybrid cloud networking solutions
Experience selling Enterprise SaaS or operational intelligence platforms
Experience working with agencies focused on cybersecurity, modernization, infrastructure resiliency, defense operations, or cloud transformation is highly desirable.

Responsibilities

Build and Scale the Federal Business: Own and grow a strategic Federal territory with accountability for pipeline creation, revenue attainment, and long-term account expansion.
Help define and execute BlueCat’s Federal growth strategy across civilian, defense, and intelligence-related opportunities.
Identify whitespace opportunities, emerging initiatives, modernization programs, and mission-driven use cases where BlueCat can deliver measurable value.
Build repeatable sales motions, operational rigor, and territory discipline that can scale as the Federal business grows.
Lead as a Player / Coach: Personally drive strategic opportunities while mentoring and guiding other Federal sellers.
Help onboard, develop, and elevate future Federal Account Executives.
Share best practices around account strategy, pipeline development, Federal procurement navigation, and executive engagement.
Act as a culture leader who brings urgency, accountability, collaboration, and professionalism to the team.
Drive Complex Enterprise and Federal Sales Cycles: Lead sophisticated, multi-threaded sales cycles from initial engagement through close.
Build relationships across CIO, CISO, networking, infrastructure, operations, and procurement organizations.
Navigate Federal acquisition paths including GWACs, BPA vehicles, GSA schedules, and partner-led procurement motions.
Develop strategic account plans that align technical outcomes with mission priorities.
Position BlueCat as a Strategic Platform: Articulate BlueCat’s value across network modernization, Zero Trust, cybersecurity operations, cloud transformation, automation, and network observability.
Help customers understand how DNS intelligence, network telemetry, and foundational infrastructure visibility contribute to resiliency and operational awareness.
Partner closely with Sales Engineering to position differentiated technical value in competitive environments.
Collaborate Across the Business: Work closely with Marketing, Channel, Alliances, Customer Success, Product, and Executive Leadership teams.
Build strong relationships with Federal systems integrators, strategic resellers, and ecosystem partners.
Deliver accurate forecasting, pipeline visibility, and territory planning through Salesforce.