Federal Sales Director

🔥 7 minutes ago

🏛️ District of Columbia – Remote

🏛️ District of Columbia – Remote

💵 $340k - $380k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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BlueCat

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2001

🏢 Enterprise

📡 Telecommunications

🔐 Security

💰 Secondary Market on 2022-06

Enterprise • Telecommunications • Security

BlueCat is a company that specializes in network modernization and management solutions, focusing on DNS, DHCP, and IP Address Management (DDI). It provides unified and discrete SaaS solutions to optimize and secure enterprise networks, helping with network automation, multicloud management, and threat protection. BlueCat's products are tailored for large enterprises and include features for network observability, health, and automation. The company also emphasizes security, compliance, and performance across its network infrastructure services, and it continuously adapts its offerings to support changing network requirements, such as cloud adoption and remote work trends.

📋 Description

• Build and Scale the Federal Business • Own and grow a strategic Federal territory with accountability for pipeline creation, revenue attainment, and long-term account expansion. • Help define and execute BlueCat’s Federal growth strategy across civilian, defense, and intelligence-related opportunities. • Identify whitespace opportunities, emerging initiatives, modernization programs, and mission-driven use cases where BlueCat can deliver measurable value. • Build repeatable sales motions, operational rigor, and territory discipline that can scale as the Federal business grows. • Personally drive strategic opportunities while mentoring and guiding other Federal sellers. • Help onboard, develop, and elevate future Federal Account Executives. • Share best practices around account strategy, pipeline development, Federal procurement navigation, and executive engagement. • Act as a culture leader who brings urgency, accountability, collaboration, and professionalism to the team. • Lead sophisticated, multi-threaded sales cycles from initial engagement through close. • Build relationships across CIO, CISO, networking, infrastructure, operations, and procurement organizations. • Navigate Federal acquisition paths including GWACs, BPA vehicles, GSA schedules, and partner-led procurement motions. • Develop strategic account plans that align technical outcomes with mission priorities. • Articulate BlueCat’s value across network modernization, Zero Trust, cybersecurity operations, cloud transformation, automation, and network observability. • Help customers understand how DNS intelligence, network telemetry, and foundational infrastructure visibility contribute to resiliency and operational awareness. • Work closely with Marketing, Channel, Alliances, Customer Success, Product, and Executive Leadership teams. • Build strong relationships with Federal systems integrators, strategic resellers, and ecosystem partners. • Deliver accurate forecasting, pipeline visibility, and territory planning through Salesforce.

🎯 Requirements

• 8+ years of successful enterprise technology sales experience within the U.S. Federal market. • Proven success building or scaling Federal territories, teams, or businesses. • Strong track record of exceeding quota and closing complex enterprise or Federal deals. • Experience selling cybersecurity, networking, infrastructure, observability, SaaS, automation, or cloud-related solutions. • Deep understanding of Federal buying motions, procurement processes, and contract vehicles. • Existing relationships across Federal agencies, systems integrators, and channel ecosystems. • Ability to operate strategically while remaining highly hands-on. • Strong executive presence with the ability to communicate effectively with both technical and business stakeholders. • Experience developing account plans, territory strategies, and pipeline generation programs. • Strong cross-functional leadership and collaboration skills. • High urgency, accountability, and ownership mentality.

🏖️ Benefits

• medical, dental, and vision insurance • tax advantaged accounts (HSA, FSA) • annual Lifestyle Spending Account (LSA) • a 401(k) with company matching • paid parental leave • vacation, personal, and wellness days • an annual learning and development budget • participation in the company's annual bonus program