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Director of Federal Sales
Andesite Partners. Lead and develop a team of Federal sellers, driving pipeline and revenue across the DOW, IC, and civilian federal segments .
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Lead and develop a team of Federal sellers, driving pipeline and revenue across the DOW, IC, and civilian federal segments
- Partner cross-functionally with product, marketing, and delivery teams to accelerate Andesite's Federal growth
- Coach, mentor, and performance-manage individual contributors; set territory expectations, run deal reviews, and build skills and cadence for a high-performing federal sales team
- Carry a personal quota and directly source, manage, and close strategic opportunities
- Own and drive complex sales cycles from opportunity identification to contract close for multiple opportunities simultaneously
- Develop, maintain, and execute account plans for clients and prospects
- Serve as an executive-level spokesperson presenting solutions to senior government and industry stakeholders and evangelizing Andesite's value proposition
- Set and enforce sales process rigor through CRM and sales tools for prospecting, opportunity management, pipeline hygiene, and accurate forecasting
- Partner with sales leadership on hiring, ramping, and territory/quota design
- Report team and individual performance against quota, pipeline coverage, and forecast accuracy to company leadership
Requirements
What you’ll need- U.S. Citizenship is required
- 3+ years managing a Cybersecurity sales team selling into the Federal government
- 7+ years as an individual contributor selling software directly to the Federal government
- Experience working with resellers and system integrators to execute complex sales cycles in the Federal government
- Current possession of a U.S. security clearance, or the ability to obtain one with our sponsorship
- Proven success at new account development and consistently exceeding quota
- Proficiency with CRM and sales forecasting tools (e.g., HubSpot)
- Experience in the fast-paced environment of a technology startup
- Working experience or familiarity with the DoW Acquisition or Logistics domains
- Exceptional verbal and written communication skills
- Ability to work in a fast-paced, changing environment