Sales Director (US Federal)

Swimlane•Washington, DC

3d•Remote

About The Position

Swimlane is currently in the final stages of achieving FedRAMP High authorization, with completion targeted for May 2026. Swimlane already supports over 15 federal customers today and is looking to leverage this FedRAMP High certification to accelerate further adoption across this strategic market. As we enter the federal market at scale, we are building out our dedicated Federal team to capitalize on this milestone and drive growth across civilian and defense agencies. At Swimlane, we put people first. We foster a culture of innovation, trust, and continuous improvement—where your ideas matter and your work drives meaningful change. Join us and help build the next era of Agentic AI-powered security operations. We are seeking a highly motivated Federal sales leader to build and scale Swimlane’s presence across U.S. Federal agencies. This is a true build role — responsible for creating a pipeline, establishing agency relationships, and driving initial lighthouse wins as we enter the federal market.

Requirements

10+ years of successful experience in sales of information security services and products; 5+ years specifically focused on U.S. Federal civilian, DoD, or IC sectors
Proven track record of exceeding quota and closing complex federal deals
Demonstrated ability to build pipeline in both funded and unfunded federal environments
Deep understanding of the FedRAMP authorization process and ATO lifecycle
Experience selling in both pre- and post-FedRAMP environments
Established relationships with CISOs, SOC leaders, and program stakeholders across key federal agencies
Proven experience navigating federal procurement vehicles and working with contracting officers to secure funding
Strong experience working with federal system integrators, primes, and channel partners
Strong hunter mentality with the ability to drive competitive displacement
Experience managing marketing- and channel-driven demand
Excellent negotiation, presentation, and communication skills
Capability to present technical information to a variety of audiences
Demonstrated ability and commitment to forecast and manage sales pipeline using Salesforce.com
Ability to manage multiple high-priority tasks in a fast-paced, geographically dispersed organization
Up to 50% travel required
While an active security clearance is not required, the candidate must be eligible to obtain a Public Trust or higher clearance based on agency requirements

Nice To Haves

In-depth understanding of multiple security domains and how they operate within federal environments
Experience selling SIEM, SOAR, or adjacent security operations technologies
Understanding of integrating disparate IT platforms to orchestrate security workflows across complex infrastructures

Responsibilities

You will be responsible for exceeding quarterly and annual revenue goals within a defined U.S. Federal territory, driving new logo acquisition and expansion.
This role supports mission-critical federal environments and aligns Swimlane solutions to agency cybersecurity mandates, including Zero Trust and operational resilience.
You will own the full federal sales cycle — from pipeline creation through close — including navigating complex procurement pathways, aligning solutions to agency mission priorities, and driving momentum through ATO, security, and compliance review processes to accelerate time to award.
Build and execute a strategic territory plan across civilian and/or DoD agencies
Develop and close opportunities for Swimlane’s Agentic AI SOC platform
Drive competitive displacement of legacy SOAR and adjacent security platforms
Leverage relationships with CISOs, SOC leaders, and program owners
Navigate federal procurement pathways (GWACs, IDIQs, partners, and marketplace motions)
Partner closely with SEs, marketing, and channel partners (federal primes, GSIs, hyperscalers), leveraging our established partner ecosystem to drive federal sales
Drive land-and-expand motions to increase platform adoption and usage
Represent Swimlane at key federal and industry events