Director of Federal Operations

Defense Unicorns

. Support Federal-specific enablement needs in partnership with Sales Enablement and Sales Operations .

Posted 10/14/2026full-timeRemote • United StatesLead💰 $200,000 - $250,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates strong operational capabilities in managing Federal-specific sales processes, onboarding, and reporting while ensuring effective cross-functional collaboration. Exhibits excellent communication skills and business judgment to support senior leaders and drive strategic initiatives.

Highest-signal resume keywords

Sales EnablementPipeline InspectionFederal OnboardingCross-Functional CoordinationStrategic Pricing

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ProcessesReportingDeal Quality InspectionPWIN AnalysisExecution Rhythm Management

Soft Skills

Attention to DetailStrong CommunicationCollaborationAccountabilityBusiness Judgment

Industry Keywords

Federal ExperienceGTMSales OperationsDeliveryCustomer Engagement

About the role

Key responsibilities & impact

Support Federal-specific enablement needs in partnership with Sales Enablement and Sales Operations
Translate company-wide sales processes, tools, onboarding, and reporting into Federal expectations and execution rhythms
Build and maintain operating cadences for Federal leaders, Domain Directors, Mission Directors, and cross-functional partners
Inspect weekly reporting, identify gaps or risks, and follow up on action items until closed
Track commitments from pipeline reviews, leadership discussions, customer meetings, and internal deal reviews
Standardize Federal team preparation, reporting, escalation, and execution
Identify and fill Federal-specific onboarding gaps for new hires
Create and refine Federal onboarding materials, templates, examples, and expectations
Help new Federal hires understand the Federal motion, domain priorities, customer engagement model, deal expectations, and internal ways of working
Inspect priority deals, including next steps, risks, owners, pricing, procurement path, and customer alignment
Review PWIN assumptions for accuracy and completeness
Support pipeline health across current-quarter execution and future-quarter creation
Identify stuck deals, weak spots, missing artifacts, and areas requiring leadership support
Lead or support strategic Federal projects requiring focused execution and cross-functional coordination
Provide surge support on priority opportunities
Support strategic pricing efforts with Sales, Finance, Product, and Delivery
Build or refine artifacts for key deals, executive conversations, customer strategy, internal decision-making, and leadership alignment
Turn ambiguous, high-priority work into actionable execution

Requirements

What you’ll need

Strong operator with excellent follow-through and attention to detail
Able to create structure in ambiguous, fast-moving environments
Comfortable holding senior teammates accountable in a direct but collaborative way
Strong business judgment across sales, GTM, delivery, product, and customer-facing work
Able to inspect pipeline, deal quality, PWIN, stage progression, risks, and next steps
Strong written and verbal communicator
High trust, low ego, and willing to jump into the work that matters most
Comfortable working cross-functionally with Sales Enablement, Sales Operations, Delivery, Engineering, Product, and Finance
Able to balance standardization with the flexibility required in complex Federal deals
Federal experience helpful but not required
Experience operating at a senior level and supporting senior leaders
Ability to work across GTM, Product, Sales, Delivery, and Operations

Benefits

Comp & perks

Medical/Dental/Vision
Premiums are 100% Company Paid
Health Savings Account
Life Insurance
Disability Insurance
401k Retirement Plan
Company Stock Options
Home Office Budget
Flexible Time Off (FTO)
Federal Holidays
One week for Thanksgiving
Two weeks for Christmas and New Year’s
Paid Parental Leave
Reimbursement for approved trainings/subscriptions
Conferences (travel, lodging, and fees)