Director, Federal Sales

Granicus

. Own the Department of War account strategy across military services, combatant commands, defense agencies, and installations .

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

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in enterprise SaaS and government technology sales, with a strong focus on developing and executing account strategies within the Department of Defense. Proven ability to lead and manage sales teams, drive revenue growth, and build strategic relationships with key stakeholders.

Highest-signal resume keywords

Enterprise SaaS Sales ExperienceDefense Technology SalesPeople Leadership ExperienceStrategic Account PlanningFederal Contract Vehicles Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Performance ManagementPipeline DevelopmentForecastingFinancial ManagementComplex Opportunity ClosingNew-Logo Acquisition StrategiesDefense Funding KnowledgeAcquisition Processes UnderstandingSalesforce ProficiencyGovernment Digital Communications

Soft Skills

Executive PresenceBusiness AcumenCommunication SkillsNegotiation SkillsRelationship Management

Tools & Technologies

SalesforceCRM PlatformsSales Analytics Tools

Industry Keywords

Department of DefenseFederal MarketGSA SchedulesGWACsIDIQsBPAsSEWPOTAsSystems IntegratorsChannel Partners

About the role

Key responsibilities & impact

Own the Department of War account strategy across military services, combatant commands, defense agencies, and installations
Build a team of approximately 6–10 quota-carrying Account Executives
Own quarterly and annual bookings and revenue targets
Develop pipeline, acquire new customers, expand existing deployments, and maintain accurate forecasts
Build relationships with 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
Develop mission-aligned sales approaches for installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation
Lead capture and contracting plans through contract award and customer adoption
Coordinate with Legal, Finance, Security, Sales Operations, Sales Engineering, Product, implementation specialists, and Customer Success
Build joint account plans with systems integrators, resellers, and technology partners
Recruit, coach, develop, and retain quota-carrying sales professionals
Shape product planning, marketing, messaging, investment decisions, and account growth strategy using customer needs and competitive insights
Represent Granicus at customer briefings, defense-industry events, and partner engagements
Provide executive recommendations on account investment, territory priorities, partnership strategy, and growth opportunities
Support other Federal accounts while maintaining the Department of War as the primary focus

Requirements

What you’ll need

8+ years of enterprise SaaS, government technology, defense technology, or B2G sales experience
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
Experience with Federal contract vehicles, including 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
Ability to travel domestically approximately 50% of the time
Prior military, defense civilian, or defense-industry leadership experience relevant to the account preferred
Established relationships with defense program, technology, public affairs, personnel, installation, or acquisition organizations preferred
Experience building or significantly scaling a defense technology account or territory preferred
Experience working with major Federal systems integrators and channel partners preferred
Experience with government digital communications, customer experience, engagement, or comparable technology platforms preferred
Ability to distinguish current product authorizations from customer-specific defense security requirements and coordinate validation before making commitments
No degree requirement stated

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