Sitreps 2 Steercos
1 day ago Be among the first 25 applicants
Location: Washington, DC Area (Hybrid 2x per week minimum in office)
Compensation: $250K OTE + Competitive Equity
The company builds technology that helps protect people and strengthen mission readiness. As the first Director of Federal Sales, you will lead the strategy and execution that brings our security intelligence platform to the Department of Defense, Intelligence Community, and Department of Homeland Security.
You will own our federal sales strategy end-to-end: sizing markets, identifying and prioritizing opportunities, mapping stakeholder constellations, setting timelines, and driving campaigns that open doors. You’ll craft positioning that resonates with diverse federal audiences and ensures every conversation, from the Pentagon to Capitol Hill, connects to mission needs.
Your work will span from high-level strategic engagement to direct business development: holding meetings with senior decision-makers, navigating acquisition pathways, and representing the company as a thought leader and product evangelist at conferences, industry forums, and policy events. You will also manage and coordinate outsourced proposal writers, government affairs consultants, and lobbyists, ensuring our efforts are unified and targeted toward winning critical contracts.
This is a high-visibility role reporting directly to the CEO, with the autonomy, resources, and executive backing to define how the company becomes a trusted and indispensable partner across the federal landscape.
Key Responsibilities:Market Strategy & Opportunity Shaping Position Overview Location: Washington, DC Area (Hybrid 2x per week minimum in office)
Compensation: $250K OTE + Competitive Equity
The company builds technology that helps protect people and strengthen mission readiness. As the first Director of Federal Sales, you will lead the strategy and execution that brings our security intelligence platform to the Department of Defense, Intelligence Community, and Department of Homeland Security.
You will own our federal sales strategy end-to-end: sizing markets, identifying and prioritizing opportunities, mapping stakeholder constellations, setting timelines, and driving campaigns that open doors. You’ll craft positioning that resonates with diverse federal audiences and ensures every conversation, from the Pentagon to Capitol Hill, connects to mission needs.
Your work will span from high-level strategic engagement to direct business development: holding meetings with senior decision-makers, navigating acquisition pathways, and representing the company as a thought leader and product evangelist at conferences, industry forums, and policy events. You will also manage and coordinate outsourced proposal writers, government affairs consultants, and lobbyists, ensuring our efforts are unified and targeted toward winning critical contracts.
This is a high-visibility role reporting directly to the CEO, with the autonomy, resources, and executive backing to define how the company becomes a trusted and indispensable partner across the federal landscape.
Key Responsibilities:Market Strategy & Opportunity Shaping
Build and maintain a robust pipeline of federal opportunities across DoD, IC, and DHS, with a focus on velocity and high-impact deals. Assess and prioritize entry points, including engagement with DIU, DEFENSEWERX, HSWERX, and other innovation and prototyping pathways. Shape opportunities early by engaging program offices, acquisition teams, and mission owners before requirements are finalized. Capture & Contract Execution
Lead capture efforts, including competitive positioning, teaming strategy, and bid/no-bid decisions. Coordinate proposal development with outsourced writers and internal experts to deliver timely, compliant, and compelling submissions. Navigate federal acquisition processes and contracting vehicles (SBIR/STTR, OTA, IDIQ, sole-source). Relationship Building & Thought Leadership
Cultivate long-term relationships with senior decision-makers, influencers, and contracting officials at the Pentagon, federal agencies, and on Capitol Hill. Represent the company at federal industry days, conferences, and thought leadership forums, sharing insights on security intelligence trends and mission applications. Partner with marketing and product teams to align messaging, demos, and features with federal mission needs. QualificationsRequired
At least five years of success selling software or technical products into U.S. federal agencies, ideally across multiple markets such as DoD, IC, and DHS. Demonstrated ability to win complex, multi-stakeholder deals in the federal space — from early opportunity shaping to contract close. Strong grasp of federal acquisition and procurement processes, including experience with contracting vehicles such as SBIR/STTR, OTA, IDIQ, and sole-source pathways. Knowledge of federal security and compliance frameworks (e.g., CMMC, FedRAMP, ATO) and how to position solutions to win business while planning the path to compliance. Experience developing and executing go-to-market strategies that incorporate channel partners and resellers to expand reach and accelerate adoption. Proven capability to assess and recommend optimal entry points into the federal market, including engagement with organizations like DIU, DEFENSEWERX, HSWERX, and other innovation and prototyping pathways. Exceptional communication and relationship-building skills, with credibility to engage senior leaders at the Pentagon, federal agencies, and on Capitol Hill. Comfort managing multiple high-priority initiatives simultaneously, including coordinating the efforts of outsourced proposal writers, lobbyists, and consultants. U.S. citizenship. Preferred
Experience building a federal go-to-market strategy or standing up a sales function from scratch Experience in a high-growth or dual-use (commercial + federal) technology company. Previous professional experience within the DoD, IC, or DHS; veteran status preferred Services in the US Armed Forces Active or recent federal security clearance
Seniority level
Seniority level Director Employment type
Employment type Full-time Job function
Job function Sales and Business Development Industries Education Referrals increase your chances of interviewing at Sitreps 2 Steercos by 2x Sign in to set job alerts for “Sales Director” roles.
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Build and maintain a robust pipeline of federal opportunities across DoD, IC, and DHS, with a focus on velocity and high-impact deals. Assess and prioritize entry points, including engagement with DIU, DEFENSEWERX, HSWERX, and other innovation and prototyping pathways. Shape opportunities early by engaging program offices, acquisition teams, and mission owners before requirements are finalized. Capture & Contract Execution
Lead capture efforts, including competitive positioning, teaming strategy, and bid/no-bid decisions. Coordinate proposal development with outsourced writers and internal experts to deliver timely, compliant, and compelling submissions. Navigate federal acquisition processes and contracting vehicles (SBIR/STTR, OTA, IDIQ, sole-source). Relationship Building & Thought Leadership
Cultivate long-term relationships with senior decision-makers, influencers, and contracting officials at the Pentagon, federal agencies, and on Capitol Hill. Represent the company at federal industry days, conferences, and thought leadership forums, sharing insights on security intelligence trends and mission applications. Partner with marketing and product teams to align messaging, demos, and features with federal mission needs. QualificationsRequired
At least five years of success selling software or technical products into U.S. federal agencies, ideally across multiple markets such as DoD, IC, and DHS. Demonstrated ability to win complex, multi-stakeholder deals in the federal space — from early opportunity shaping to contract close. Strong grasp of federal acquisition and procurement processes, including experience with contracting vehicles such as SBIR/STTR, OTA, IDIQ, and sole-source pathways. Knowledge of federal security and compliance frameworks (e.g., CMMC, FedRAMP, ATO) and how to position solutions to win business while planning the path to compliance. Experience developing and executing go-to-market strategies that incorporate channel partners and resellers to expand reach and accelerate adoption. Proven capability to assess and recommend optimal entry points into the federal market, including engagement with organizations like DIU, DEFENSEWERX, HSWERX, and other innovation and prototyping pathways. Exceptional communication and relationship-building skills, with credibility to engage senior leaders at the Pentagon, federal agencies, and on Capitol Hill. Comfort managing multiple high-priority initiatives simultaneously, including coordinating the efforts of outsourced proposal writers, lobbyists, and consultants. U.S. citizenship. Preferred
Experience building a federal go-to-market strategy or standing up a sales function from scratch Experience in a high-growth or dual-use (commercial + federal) technology company. Previous professional experience within the DoD, IC, or DHS; veteran status preferred Services in the US Armed Forces Active or recent federal security clearance
Seniority level
Seniority level Director Employment type
Employment type Full-time Job function
Job function Sales and Business Development Industries Education Referrals increase your chances of interviewing at Sitreps 2 Steercos by 2x Sign in to set job alerts for “Sales Director” roles.
Washington, DC $200,000.00-$250,000.00 3 weeks ago Director of Sales and National Account Management (Food & Snacks)
Arlington, VA $150,000.00-$175,000.00 20 hours ago Vice President of Sales and Business Development
Director of Sales And Business Development
Washington, DC $183,000.00-$206,000.00 2 weeks ago Baltimore, MD $140,000.00-$150,000.00 2 weeks ago Washington, DC $200,000.00-$225,000.00 1 week ago Washington, DC $90,000.00-$95,000.00 3 days ago Tysons Corner, VA $100,000.00-$150,000.00 2 weeks ago Washington, DC $187,000.00-$200,000.00 2 weeks ago Vice President of Sales - Federal Markets
We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.
#J-18808-Ljbffr