Senior Director, Federal Sales

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Consensus Cloud Solutions

WebsiteLinkedInAll Job Openings

501 - 1000 employees

🏥 Healthcare

☁️ SaaS

🤖 Artificial Intelligence

💰 $225M Post-IPO Debt - Consensus Cloud Solutions on 2025-07

Healthcare • SaaS • Artificial Intelligence

Consensus Cloud Solutions is a public company (NASDAQ: CCSI) that started as a digital cloud faxing organization over 20 years ago and spun off from J2 Global (Ziff Davis) in October 2021. It is described as the global leader of digital cloud fax technology and provides solutions that transform unstructured digital documents into secure, advanced healthcare standard HL7/FHIR structured data. The company leverages Natural Language Processing and AI to create analytics-ready data for clinicians, enabling secure handling of healthcare documents and integration with healthcare data standards. It focuses on the healthcare industry, emphasizing secure cloud fax and document-to-data transformation.

📋 Description

• Develop and execute the U.S. Federal Government sales strategy for revenue growth, bookings, pipeline development, forecasting, and market expansion • Own the federal sales operating plan and establish measurable performance expectations • Expand the company’s Department of Veterans Affairs business and develop opportunities across federal civilian, defense, federal health, and Defense Industrial Base markets • Lead priority federal pursuits, including account planning, executive engagement, discovery, solution positioning, capture strategy, proposals, pricing, negotiations, and closing • Build and manage a qualified federal pipeline and disciplined opportunity qualification and capture-management process • Build and manage relationships with systems integrators, value-added resellers, distributors, contract holders, technology partners, and federal contractors • Develop partner-specific business plans and improve access to federal contract vehicles, acquisition pathways, teaming arrangements, and subcontracting opportunities • Recruit, onboard, coach, manage, and develop federal sales professionals and establish a scalable sales structure • Maintain executive relationships with federal agency leaders, program officials, contracting personnel, technical stakeholders, mission owners, and partner executives • Represent the company at customer meetings, executive briefings, industry events, conferences, webinars, and partner forums • Serve as the voice of the federal customer to Product, Engineering, Information Security, Compliance, Legal, Marketing, Finance, Operations, and Customer Support • Translate federal customer and partner requirements into recommendations regarding product functionality, APIs, reporting, security documentation, training, support, billing, and workflow integration • Collaborate cross-functionally on security, compliance, pricing, contracting, implementation, support, billing, renewals, and expansion • Monitor federal budgets, agency priorities, acquisition forecasts, policy developments, modernization initiatives, competitive activity, and industry trends • Use CRM, sales-intelligence, forecasting, analytics, artificial-intelligence, and market-research tools to improve sales productivity and reporting • Maintain accurate CRM and business-system records • Prepare business reviews, forecasts, performance reports, account updates, and strategic recommendations for the Vice President of Public Sector and executive stakeholders • Identify barriers to federal growth and recommend investments, resources, process improvements, partnerships, product capabilities, and organizational changes

🎯 Requirements

• Bachelor’s degree from an accredited college or university • Equivalent combination of relevant education, specialized training, and progressively responsible professional experience may substitute for the bachelor’s degree • 10+ years of progressively responsible experience selling technology, software, cloud, telecommunications, or related solutions within the U.S. public sector, including significant federal government experience • 8+ years of experience in the federal defense health market, including Defense Health Agency, military health organizations, Department of Veterans Affairs, federal healthcare programs, or related systems integrators and contractors • 8+ years of sales leadership experience with responsibility for revenue attainment, forecasting, pipeline management, account strategy, employee development, performance management, and executive reporting • Experience leading federal sales teams, business-development personnel, account executives, capture resources, and partner-led pursuits in complex, matrixed organizations • Proven record of meeting or exceeding federal revenue, bookings, pipeline, and growth objectives for SaaS, cloud, cybersecurity, healthcare technology, telecommunications, or enterprise technology solutions • Experience with federal go-to-market, territory, account, and capture plans • Direct experience building strategic relationships with federal agencies, systems integrators, value-added resellers, distributors, contract holders, and technology partners • Experience with federal procurement and acquisition processes, including the Federal Acquisition Regulation, requests for information, requests for proposals, task orders, contract vehicles, teaming agreements, subcontracting arrangements, and partner-led transactions • Working experience with FedRAMP, FISMA, CMMC, Controlled Unclassified Information, protected health information, and federal cloud-security requirements • Experience developing and managing large, complex federal opportunities • Experience translating federal customer requirements into recommendations for cross-functional teams • Experience recruiting, onboarding, coaching, and developing federal sales professionals • Advanced proficiency with CRM platforms such as Salesforce, Microsoft Dynamics, HubSpot, or comparable systems • Proficiency with federal market-intelligence platforms such as SAM.gov, GovWin, GovSpend, Bloomberg Government, HigherGov, GovTribe, FPDS, USAspending.gov, or comparable tools • Ability to use sales analytics, business-intelligence, forecasting, and reporting tools • Ability to use artificial intelligence, automation, research, and productivity tools • Proficiency with Microsoft 365, Google Workspace, Microsoft Teams, Zoom, Slack, or comparable collaboration tools • Exceptional written, verbal, presentation, and executive-briefing skills • Must be an active U.S. citizen or green card holder residing in the U.S. for at least 3 consecutive years • Eligible for sponsorship: No • Must complete a more extensive Federal Government background check for a Public Trust Position • Must be able to sit for long periods and handle long periods of screen time • Reliable, high speed internet required • Up to 30% travel • Experience selling or supporting FedRAMP-authorized SaaS or cloud-based solutions is strongly preferred • Existing professional network within federal health, defense, civilian agencies, systems integrators, federal channel partners, and the government technology market is strongly preferred

🏖️ Benefits

• Annual performance bonus • Employee Stock Purchase Plan (ESPP) • Enhanced time off packages • Benefits • Fully remote work within the U.S. • Up to 30% travel • Reliable, high speed internet requirement for remote work