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Director of Federal Sales
Washington D.C, Virginia Direct Hire Director of Sales
Director of Federal Sales
Washington, DC Metropolitan Area | Full-Time
TalentReach is hiring on behalf of an established technology company seeking an experienced Director of Federal Sales to lead growth across the U.S. federal government market.
This is a hands-on sales leadership role with ownership of federal strategy, pipeline development, partner engagement, and revenue performance across civilian agencies, the Department of Defense, and the Intelligence Community.
Summary
The Director of Federal Sales will develop and execute the company's federal go-to-market strategy while directly driving strategic opportunities from initial identification through close.
We're looking for a proven federal technology sales leader with deep knowledge of government acquisition, established relationships across the federal ecosystem, and experience selling networking, cybersecurity, infrastructure, or related technology solutions.
You'll combine strategic account planning with hands-on opportunity creation, partner development, forecasting, and deal execution. As the federal business grows, you'll also help build and develop additional sales resources.
What You'll Do
Required Qualifications
Preferred Qualifications
Compensation
TalentReach is committed to creating an inclusive workplace where everyone has the opportunity to succeed. We celebrate diversity and are proud to be an equal opportunity employer. Employment decisions are made without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, or any other legally protected status.
Washington, DC Metropolitan Area | Full-Time
TalentReach is hiring on behalf of an established technology company seeking an experienced Director of Federal Sales to lead growth across the U.S. federal government market.
This is a hands-on sales leadership role with ownership of federal strategy, pipeline development, partner engagement, and revenue performance across civilian agencies, the Department of Defense, and the Intelligence Community.
Summary
The Director of Federal Sales will develop and execute the company's federal go-to-market strategy while directly driving strategic opportunities from initial identification through close.
We're looking for a proven federal technology sales leader with deep knowledge of government acquisition, established relationships across the federal ecosystem, and experience selling networking, cybersecurity, infrastructure, or related technology solutions.
You'll combine strategic account planning with hands-on opportunity creation, partner development, forecasting, and deal execution. As the federal business grows, you'll also help build and develop additional sales resources.
What You'll Do
- Develop and execute the federal sales strategy across civilian, defense, and intelligence markets
- Own federal bookings, pipeline, and revenue performance
- Build and manage a qualified, multi-year pipeline across priority federal agencies and programs
- Develop strategic account plans identifying agency priorities, funding sources, acquisition paths, decision-makers, and competitive positioning
- Build trusted relationships with federal CIO, CISO, network operations, cybersecurity, engineering, program, and acquisition stakeholders
- Position networking, infrastructure, visibility, analytics, and cybersecurity solutions against federal mission and operational requirements
- Lead complex sales cycles from opportunity identification and technical validation through procurement, negotiation, and close
- Develop relationships with distributors, resellers, systems integrators, technology partners, and contract-vehicle holders
- Navigate federal budgeting, procurement processes, acquisition cycles, and contract vehicles
- Partner with Sales Engineering, Product, Marketing, Customer Support, and executive leadership to develop customer solutions
- Maintain disciplined CRM practices and provide accurate pipeline and revenue forecasts
- Clearly communicate opportunity status, risks, competitive dynamics, and resource requirements to leadership
- Represent the organization at federal industry events, conferences, customer briefings, and partner meetings
- Capture customer and market feedback to help inform product strategy and federal go-to-market investments
- Recruit, develop, and lead additional federal sales resources as the business expands
Required Qualifications
- 10+ years of successful federal technology sales experience
- Proven record of meeting or exceeding quota and closing complex, competitive federal opportunities
- Strong understanding of federal budgeting, acquisition cycles, procurement processes, contract vehicles, and channel-based sales
- Established relationships within civilian agencies, the Department of Defense, Intelligence Community, or the broader federal partner ecosystem
- Experience selling networking, cybersecurity, infrastructure, network testing, observability, cloud, or closely related technology solutions
- Experience developing strategic federal account plans and building multi-year pipelines
- Ability to translate technical capabilities into clear mission, operational, security, and financial value
- Experience coordinating sales motions involving hardware, software, cloud solutions, professional services, and channel partners
- Experience working with federal systems integrators, resellers, distributors, and acquisition partners
- Strong executive presence, negotiation, presentation, and account-planning skills
- Disciplined approach to pipeline management, forecasting, and sales execution
- Ability to operate effectively in an entrepreneurial, fast-moving environment
- Residence in the Washington, DC metropolitan area
- Willingness to travel approximately 30-40%
- Ability to satisfy customer-specific facility and information-access requirements
Preferred Qualifications
- Experience building or significantly expanding a federal sales territory or business
- Knowledge of enterprise wired and wireless networking, network testing, cybersecurity operations, or critical infrastructure
- Established relationships with federal systems integrators, resellers, distributors, and acquisition partners
- Experience working with GSA schedules, government-wide acquisition contracts, and defense or civilian agency contract vehicles
- Active federal security clearance or previous experience working within cleared customer environments
- Bachelor's degree or equivalent professional experience
Compensation
- Target OTE: Approximately $250,000 annually
- Compensation Mix: 50% base salary / 50% incentive
TalentReach is committed to creating an inclusive workplace where everyone has the opportunity to succeed. We celebrate diversity and are proud to be an equal opportunity employer. Employment decisions are made without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, or any other legally protected status.