Director, Federal Sales – Air Force, Space Force

AT&T

. Set and execute the go-to-market strategy for the Air Force and Space Force portfolio .

Posted 10/28/2026full-timeUnited StatesLead💰 $141,300 - $211,900 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading complex enterprise technology sales, with a focus on building strategic relationships and executing go-to-market strategies for defense sectors. Proficient in navigating federal acquisition processes and fostering high-performing teams to drive revenue and customer success.

Highest-signal resume keywords

Go-To-Market StrategyFederal Acquisition KnowledgeExecutive-Level CommunicationPipeline ManagementTeam Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Opportunity QualificationSales Cycle ManagementCybersecurity SolutionsCloud ConnectivityAI-Enabled OperationsContract NegotiationPricing StrategyForecast AccuracyData AnalysisMission Solutions Development

Soft Skills

Coaching TalentAnalytical JudgmentCustomer EngagementAccountabilityContinuous Learning

Tools & Technologies

CRM SystemsContract VehiclesManaged ServicesProfessional ServicesTelecommunications Infrastructure

Industry Keywords

Department of the Air ForceU.S. Air ForceU.S. Space ForceDefense TechnologySystems IntegratorsZero Trust ArchitectureEdge ComputingResilient CommunicationsIndefinite-Delivery VehiclesCommercial Solutions Openings

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Set and execute the go-to-market strategy for the Air Force and Space Force portfolio
Lead, coach, and develop a high-performing sales team
Establish standards for account planning, opportunity creation, customer coverage, qualification, forecast integrity, and follow-through
Build pipeline ahead of RFPs by engaging mission, technology, acquisition, contracting, and industry stakeholders
Translate mission challenges into solutions spanning networking, mobility and 5G, edge, cloud connectivity, cybersecurity, AI-enabled operations, professional services, and managed solutions
Sponsor strategic pursuits from discovery and shaping through capture, negotiation, award, implementation alignment, and expansion
Develop trusted executive relationships across customer accounts
Orchestrate solution engineering, capture, contracts, legal, finance, delivery, operations, product, marketing, and partner teams
Build partner strategies across systems integrators, OEMs, cloud and security providers, small businesses, and contract vehicle holders
Own qualified pipeline, funnel conversion, bookings, revenue, margin, forecast accuracy, account health, and CRM discipline
Create a culture of customer mission focus, accountability, inclusion, and continuous learning
Engage regularly with customers in Washington, DC, Maryland, and Northern Virginia

Requirements

What you’ll need

Demonstrated success leading and growing complex enterprise technology, telecommunications, digital infrastructure, cybersecurity, cloud, software, professional services, or mission-solution businesses
Experience leading quota-carrying sellers or cross-functional growth teams, with a record of coaching talent and improving execution
Ability to originate, shape, qualify, and close complex, multi-stakeholder opportunities
Working knowledge of federal acquisition and funding processes, including contract vehicles, teaming, capture, proposals, pricing, negotiations, and procurement risk
Executive-level communication and presence
Technology fluency and intellectual curiosity
Strong business and analytical judgment, including pipeline economics, investment trade-offs, pricing, profitability, forecast risk, and resource allocation
Ability to lead across a matrix and maintain momentum across long sales cycles
Ability to travel regularly for customer, team, partner, and industry engagement
Ability to obtain and maintain required customer access or a U.S. Government security clearance if needed
Preferred: experience supporting or selling into the Department of the Air Force, U.S. Air Force, U.S. Space Force, major commands, field commands, PEOs, laboratories, combatant command stakeholders, and supporting industrial base
Preferred: federal go-to-market, new offerings, adjacent mission areas, or repeatable sales plays experience
Preferred: experience partnering with systems integrators, defense technology companies, hyperscalers, OEMs, and small businesses
Preferred: familiarity with mission networks, zero trust, cloud and edge architectures, resilient communications, cybersecurity, data and AI, or managed service operating models
Preferred: experience with complex indefinite-delivery vehicles, task orders, enterprise agreements, Other Transaction Authority, Commercial Solutions Openings, or similar acquisition approaches
Preferred: NCR-based or able to sustain a consistent in-person presence
Bachelor’s or advanced degree, military education, industry credentials, or equivalent practical experience is preferred; no specific degree is required

Benefits

Comp & perks

Medical/Dental/Vision coverage
401(k) plan
Tuition reimbursement program
Paid Time Off and Holidays (at least 28 days of vacation each year and 9 company designated holidays)
Paid Parental Leave
Paid Caregiver Leave
Additional sick leave beyond what state and local law require may be available but is unprotected
Adoption Reimbursement
Disability Benefits (short term and long term)
Life and Accidental Death Insurance
Supplemental benefit programs: critical illness/accident hospital indemnity/group legal
Employee Assistance Programs (EAP)
Extensive employee wellness programs
Employee discounts up to 50% off on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available) and AT&T phone
Long Term Grants and Deferred Compensation
Commission: $95,000