Director, Sales & Solutions

Job Description

The Company

Our client is a U.S. technology company that applies AI and advanced analytics to large, complex data, giving government customers a clearer picture of the environments they operate in. Our client's software is in use across federal agencies today. Our U.S. team is cleared and growing, and we support customers in both unclassified and classified environments.

Overview

Three openings, each a quota-carrying territory across the defense, intelligence, and federal civilian communities. Territory assignment follows where your relationships already sit.

These are senior roles for people who have sold complex software into government customers before and understand that the work is equal parts mission comprehension, technical credibility, and commercial discipline. You build your own pipeline, run your own deals, and answer for your own number. Expect spending more of the week in front of customers than in internal reviews.

Responsibilities

• There are 3 Openings, 1- SOCOM or SOF, 1- Intelligence Community, 1- Federal civilian Market
• Pipeline, forecast, bookings, and expansion inside your territory belong to you.
• Open new opportunities through relationships you bring, deliberate account work, partner channels, and direct outreach.
• Get in front of end users, program leads, and executives often enough to understand what they are actually trying to accomplish.
• Pull Solution Engineering and Product in early so what a customer sees in a demo, pilot, or proposal is built around their problem rather than our feature list.
• Find the champion, map the approval chain, locate the money, work the contracting path, and drive to award.
• Stay in the account after signature and push into new users, new mission sets, and new programs.
• MEDDPICC, real next steps, current CRM, and a forecast leadership can plan against.
• Build working relationships with primes, integrators, and contracting partners who can get us in front of customers faster than we get there alone.

Required Skills

• Eight or more years selling software, data, or analytics into the federal government

• A closing record on complex, multi-stakeholder enterprise deals
• Relationships you can name inside at least one federal customer community
• Command of the full cycle - discovery through evaluation, procurement, negotiation, award, and follow-on growth
• Working knowledge of how federal customers actually buy: contract vehicles, rapid acquisition pathways, and when to route through a prime
• Enough technical range to discuss APIs, data flows, integrations, and AI without an engineer in the room
• Disciplined qualification - MEDDPICC or a comparable method
• Comfort working alongside Solution Engineering, Product, Delivery, and Customer Success rather than around them
• Willingness to stay hands-on in a business that is still being built

Desired Skills

• Opportunities cluster around a set of recurring customer problems:

• Analysis and decision support built on large-scale data
• Threat and illicit network analysis
• Warning, planning, and operational support workflows
• Enforcement, compliance, and investigative casework
• Integration of commercial data with government sources and systems
• Analytic workflows that have to run inside classified environments

Additional Details

Active Top Secret required; TS/SCI or SCI eligibility strongly preferred. Washington, D.C. metro strongly preferred. Regular travel to customer sites.

Equal opportunity employer.