Director, Federal Accounts
$130,000–$200,000 year
RemoteUnited States
Job Summary
Lead federal market strategy and drive revenue expansion across assigned agencies, territories, and strategic accounts by managing the full sales lifecycle from opportunity identification through negotiation and close. Own territory planning, account-based selling, and market intelligence to identify emerging opportunities while developing executive-level relationships with agency leadership and procurement officials. Facilitate solution presentations, deliver disciplined revenue forecasts, and coordinate complex RFP, proposal, and contracting activities aligned with internal stakeholders and business objectives. Travel up to 50% to support customer engagement and industry events.
Required Qualifications
- Bachelor's degree in Business, Marketing, Communications, Public Administration, or a related field, or an equivalent combination of education and relevant experience
- Progressive SaaS sales experience, including significant experience selling into federal government agencies or similarly complex enterprise environments, preferably within the public safety or healthcare industries
- Demonstrated success managing strategic, high-value opportunities with extended sales cycles and multiple stakeholders
- Proven experience developing and executing federal market growth strategies that drive measurable revenue expansion and market penetration
- Strong understanding of federal procurement processes, contracting vehicles, agency funding mechanisms, acquisition strategies, and government purchasing environments
- Demonstrated ability to build credibility, influence decision makers, and develop trusted advisor relationships with executive-level stakeholders
- Proven achievement of consistent sales growth, profitability, retention, and high average selling price (ASP) performance
- Proven experience leading and coordinating complex opportunities that involve multiple departments, strategic partners, and competing stakeholder priorities
- Demonstrated proficiency with consultative sales methodologies, including MEDDICC and Force Management principles such as Command of the Message, value frameworks, and outcome-focused messaging
- Strong executive presence with exceptional written, verbal, presentation, negotiation, and influencing skills
- Proven ability to drive business results, influence strategy, and lead cross-functional initiatives without direct people management responsibility
- Strong analytical and problem-solving skills with the ability to translate complex concepts into clear, compelling business value
- Experience utilizing Salesforce CRM, Gong, Microsoft Office Suite, and other sales productivity and forecasting tools
- Proven ability to forecast and manage a complex federal sales pipeline using data-driven insights and disciplined sales processes
- Exceptional organizational skills with the ability to manage multiple priorities in a dynamic environment
- Ability to maintain discretion and confidentiality when handling sensitive, proprietary, or customer information
- Strong work ethic, integrity, accountability, collaboration, and customer-focused mindset
- Enthusiasm for continuous learning and staying informed on federal market trends, public safety technology, healthcare technology, and government modernization initiatives
- Ability to travel up to 50%
Desired Qualifications
- This role can be performed 100% virtually anywhere in the US while following our Remote Work Policy
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