Director – Federal Sales

Granicus

. Own Federal account management by developing and executing integrated department-level account strategies with service-, command-, agency-, and installation-level plans .

Posted 11/9/2026full-timeRemote • United StatesLead💰 $145,000 - $170,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates extensive experience in Federal account management, strategic account planning, and leading complex sales cycles within the defense technology sector. Proven ability to develop and execute integrated strategies while managing relationships with key stakeholders and driving revenue growth.

Highest-signal resume keywords

Federal Account ManagementStrategic Account PlanningSalesforce ProficiencyDefense Procurement ProcessesPeople Leadership

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Enterprise SaaS SalesB2G Sales ExperienceRevenue Growth StrategiesPipeline DevelopmentForecastingFinancial ManagementComplex Opportunity ClosingQuota ManagementSales Performance MeasurementDefense Technology Account Scaling

Soft Skills

Executive PresenceBusiness AcumenCommunication SkillsNegotiation SkillsRelationship Management

Tools & Technologies

SalesforceCRM PlatformsSales Analytics ToolsGovernment Digital Communications Platforms

Industry Keywords

Department of DefenseFederal Contract VehiclesGSA SchedulesGWACsIDIQsBPAsSEWPOTAsDefense Industry LeadershipSystems Integrators

About the role

Key responsibilities & impact

Own Federal account management by developing and executing integrated department-level account strategies with service-, command-, agency-, and installation-level plans
Own quarterly and annual bookings and revenue targets for Federal accounts
Maintain accurate forecasts and disciplined CRM, pipeline review, and account-planning practices
Engage senior civilian and military leaders, technology executives, program owners, public affairs teams, personnel organizations, installation leadership, and acquisition stakeholders
Lead executive briefings and discovery workshops to generate qualified demand
Build repeatable sales approaches for installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation
Connect local deployments to broader program, command, service, and department-level opportunities
Establish pursuit plans covering stakeholder alignment, funding, procurement strategy, competitive differentiation, pricing, security requirements, risks, and milestones to award
Coordinate with Legal, Finance, Security, and Sales Operations on acquisition pathways and commitments
Build joint Federal account plans with systems integrators, resellers, and technology partners
Recruit, coach, develop, and retain approximately 6–10 quota-carrying Account Executives
Align Sales Engineering, Product, implementation specialists, and Customer Success around customer roadmaps, sales-to-delivery transitions, adoption, and value measures
Bring customer needs, competitive insights, and validated security requirements into product planning, marketing, messaging, and investment decisions
Represent the company at customer briefings, defense-industry events, and partner engagements
Provide executive recommendations regarding account investment, territory priorities, partnership strategy, and growth opportunities
Preserve the confidentiality, integrity, and availability of company information assets
Ensure employee and customer data privacy and complete required privacy training

Requirements

What you’ll need

8+ years of enterprise SaaS, government technology, defense technology, or B2G sales experience, with demonstrated success developing and closing complex opportunities within the Department of Defense and broader Federal market
3+ years of people leadership experience managing quota-carrying sales professionals and delivering measurable sales performance
Proven success building and scaling new-logo acquisition strategies while expanding strategic accounts and driving revenue growth
Deep understanding of defense funding, acquisition, and procurement processes, including Federal contract vehicles such as GSA Schedules, GWACs, IDIQs, BPAs, SEWP, and OTAs
Strong strategic account planning, territory management, pipeline development, forecasting, and financial management capabilities
Experience leading complex, multi-stakeholder sales cycles involving senior military, civilian, technology, acquisition, and contracting leaders
Demonstrated success recruiting, coaching, developing, and retaining high-performing sales talent
Experience building and managing relationships with systems integrators, channel partners, resellers, and technology partners
Strong executive presence, business acumen, communication, negotiation, and relationship management skills
Proficiency with Salesforce or comparable CRM and sales analytics platforms
Bachelor's degree or equivalent combination of education and relevant professional experience
Ability to travel domestically approximately 50% of the time
Prior military, defense civilian, or defense-industry leadership experience relevant to the account is preferred
Established relationships with defense program, technology, public affairs, personnel, installation, or acquisition organizations are preferred
Experience building or significantly scaling a defense technology account or territory is preferred
Experience working with major Federal systems integrators and channel partners is preferred
Experience with government digital communications, customer experience, engagement, or comparable technology platforms is preferred
Ability to distinguish current product authorizations from customer-specific defense security requirements and coordinate validation before making commitments is preferred

Benefits

Comp & perks

Flexible Time Off
Company-Wide Wellbeing Days
Work From Home Reimbursement
Multiple Health Plan Options, including a 100% employer-paid plan
Employer HSA Contributions
Fitness Reimbursement Program
On-Demand Mental Health Support, including Headspace and other wellness tools
Paid Parental Leave for birthing and non-birthing parents
Traditional & Roth 401(k) with a generous company match
Life & AD&D Insurance with 100% employer-paid coverage
Online Learning Platforms
Competitive Salary & Bonuses
Remote work at a remote-first company