Director, Sales – Federal Civilian

Windward

. Lead a named federal civilian account portfolio, including account strategy, prospecting, opportunity development, qualification, technical validation, procurement, negotiation, close, and expansion .

Posted 9/24/2026full-timeUnited StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading federal civilian account strategies, building executive relationships, and navigating complex procurement processes. Proven ability to translate technical capabilities into measurable outcomes while managing full-cycle sales and expanding adoption across agencies.

Highest-signal resume keywords

Full-Cycle Sales ExperienceFederal Budgeting KnowledgeMEDDPICC MethodologyExecutive Relationship BuildingMaritime Intelligence Familiarity

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Target AchievementOpportunity DevelopmentTechnical ValidationNegotiation SkillsProcurement StrategyRisk AssessmentContract Vehicles KnowledgeData AnalyticsEnterprise Software SalesBudget Planning

Soft Skills

Relationship BuildingCommunication SkillsCollaborationProblem SolvingStrategic Thinking

Tools & Technologies

CRM SoftwareCloud Security ToolsData Management PlatformsAnalytical ToolsProposal Management Software

Industry Keywords

Federal Civilian AgenciesMaritime IntelligenceHomeland SecurityCustomsLaw EnforcementRisk AnalyticsSupply-Chain AnalysisFedRAMPAgency Authorization ProcessesCustomer Success

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Lead a named federal civilian account portfolio, including account strategy, prospecting, opportunity development, qualification, technical validation, procurement, negotiation, close, and expansion
Understand assigned agencies’ priorities and identify opportunities for maritime intelligence to improve investigations, risk assessment, enforcement, and operational efficiency
Build relationships with senior agency leaders, program executives, CIO and CDO organizations, mission owners, and acquisition teams
Connect frontline needs with enterprise priorities and funding
Partner with Solution Engineering to define use cases, success criteria, and evaluations tied to measurable customer value
Identify budget owners, purchasing pathways, contract vehicles, and partners
Plan for agency budget cycles, security reviews, privacy considerations, and integration requirements
Expand successful deployments across offices, bureaus, regions, and related mission teams
Work with Customer Success to build adoption and demonstrate results
Engage systems integrators, resellers, and other partners to strengthen access, procurement, and implementation
Apply MEDDPICC, maintain accurate CRM records, and manage customer action plans with clear owners, milestones, and risks
Bring agency requirements to product, delivery, legal, and finance teams
Shape proposals that balance customer needs with successful execution
Travel approximately 30%, including agency headquarters, field offices, and customer sites

Requirements

What you’ll need

Five or more years selling enterprise software, data, or analytics to federal civilian agencies
Demonstrated record of meeting sales targets and closing complex federal opportunities
Full-cycle sales experience, including new opportunity creation, procurement strategy, negotiation, and award
Experience building executive relationships and developing champions across mission, technology, and acquisition teams
Working knowledge of federal budgeting, purchasing processes, contract vehicles, and agency security and authorization requirements
Ability to translate technical capabilities into measurable mission outcomes and a compelling business case
Experience expanding adoption across offices, bureaus, or programs
Ability to meet suitability, access, and security requirements for assigned customers
Preferred: experience selling to agencies responsible for homeland security, customs, law enforcement, sanctions, transportation, trade, or natural resources
Preferred: familiarity with maritime intelligence, investigations, supply-chain analysis, or risk analytics
Preferred: experience navigating cloud security reviews, FedRAMP requirements, and agency authorization processes
Preferred: relationships with federal civilian systems integrators and channel partners
Preferred: experience converting evaluations into funded enterprise deployments
Preferred: practical use of MEDDPICC or an equivalent qualification methodology

Benefits

Comp & perks

Broad public-sector impact supporting missions that protect borders, strengthen enforcement, and improve visibility into global maritime activity
Opportunity to develop new use cases and expand relationships across the federal civilian market
Visible role in Windward’s growth, shaping account strategy, partnerships, and the evolution of Windward’s federal business