Federal Sales Lead, Enterprise Cloud Solutions

CACI International•Hanover, MD

1d•$114,600 - $252,100•Remote

About The Position

CACI is seeking a Director of Federal Sales for our Enterprise Cloud Solutions (ECS) group. This is a senior leadership role for a player-coach with deep DoW relationships and a track record of opening new agency logos in the Federal market. You will manage a small, focused team — Account Managers, Sales Engineers, and a Marketing specialist — while personally driving new customer acquisition as the primary mission of this role. The ideal candidate brings technical fluency with a network of potential customer contacts as well as a track record of building and leading GTM organizations or performing business development within the Federal, Defense, or National Security markets. If you have spent your career building relationships across the DoW, understand how cloud and enterprise software gets bought in that environment, and know how to identify and pursue opportunities before an RFP ever drops — this role was built for you.

Requirements

10+ years of experience in Federal business development or sales roles, with a strong focus on DoW customers
Demonstrated track record of winning new agency or command-level customers, not just expanding within existing accounts
Existing relationships across DoW commands, branches, or programs relevant to cloud management, enterprise IT, or related technology domains
Deep familiarity with Federal procurement processes, contract vehicles (e.g., GWACs, IDIQs), and how software is bought
Experience identifying and shaping opportunities in the DoW pipeline prior to formal solicitation, including engagement with program offices during requirements development
Sufficient technical fluency in cloud platforms (AWS, Azure, GCP, or OCI) and enterprise IT to engage credibly with technical stakeholders and program staff
Minimum of 3 years of experience managing a sales, account management, or BD team.
US Citizen with ability to obtain a Secret or Top Secret security clearance.
Strong written and verbal communication skills, with the ability to represent ECS capabilities clearly to both technical and non-technical audiences.
Ability to operate effectively in a remote environment across multiple time zones with a distributed team.

Nice To Haves

Currently holds or has previously held a Secret or Top Secret/SCI clearance.
Familiarity with DoW cloud adoption patterns and constraints, including IL5/IL6, Zero Trust, and related compliance frameworks.
Existing relationships within the Intelligence Community in addition to broader DoW.
Experience working with or selling through DoW-focused contract vehicles and marketplace programs.
Background working alongside Sales Engineering or solutions teams in a technical presales environment.
Familiarity with AI-enabled capabilities and the ability to articulate their value in DoW cloud and enterprise contexts.
Bachelor's degree in Business, Computer Science, IT, or a related field.
Master's degree preferred

Responsibilities

Serve as the primary hunter for new ECS customer acquisition, personally identifying, pursuing, and closing opportunities
Leverage an existing network to open doors, build relationships with program managers, CORs, and technical leads, and position ECS products early in the acquisition cycle
Identify and track relevant procurement opportunities, using pipeline intelligence tools and personal relationships to engage prospects well ahead of formal solicitations
Act as functional manager for the ECS Account Management, Sales Engineering, and Marketing teams, providing day-to-day direction, performance management, and professional development
Establish and measure quotas of ECS Sales team members
Work closely with Account Managers to ensure existing customers are well-supported and expansion opportunities within current accounts are pursued
Partner with Sales Engineers to deliver compelling capability demonstrations and ensure technical fit is established early in the sales process
Coordinate with contracting officers and program offices to add ECS products to existing contract vehicles, and identify new vehicle pathways to make purchasing easier for new customers
Own the ECS sales pipeline, including opportunity tracking, forecasting, and regular reporting to the Executive Director and senior leadership
Represent ECS products at industry events, conferences, and customer forums to build awareness and generate new business opportunities
Collaborate with the Executive Director and engineering leadership to feed customer and market intelligence back into the product roadmap and prioritization process
Develop and refine sales playbooks and account pursuit strategies to build a more repeatable and scalable new customer acquisition motion over time
Monitor competitive landscape and market trends, providing actionable intelligence to product and executive leadership to inform roadmap and investment decisions
Establish and grow a partner and channel ecosystem, including relationships with cloud service providers (AWS, Azure, GCP, OCI) and systems integrators relevant to the ECS market