Own the end-to-end federal sales lifecycle for assigned agencies, from account planning and opportunity identification through negotiation, award, and renewal.
Develop and execute account-based sales strategies aligned to agency missions, infrastructure priorities, and federal budget cycles.
Drive new and recurring ARR by expanding use cases across high availability, disaster recovery, cyber resilience, and application modernization.
Build and deliver value-based business cases that demonstrate operational continuity, risk reduction, improved recovery objectives (RTO/RPO), and cost efficiency.
Maintain full accountability for pipeline health, forecast accuracy, and revenue outcomes within the assigned territory.
Serve as a trusted advisor to senior federal IT, infrastructure, operations, and cybersecurity leaders, articulating how InfoScale supports mission assurance and resilience mandates.
Develop deep understanding of each customer’s application landscape, infrastructure architecture, and resiliency requirements, including legacy modernization initiatives.
Build and sustain strong relationships with government stakeholders, integrators, and channel partners involved in infrastructure and continuity programs.
Navigate and manage complex federal procurement processes, including RFPs, IDIQs, GWACs, BPAs, and multi-year renewals.
Orchestrate internal teams (Sales Engineering, Architecture, Product, Support, Legal, and Finance) to support deal strategy and execution.
Identify and mitigate risks related to deployment success, customer satisfaction, and post-sale obligations.
Leverage disciplined account planning, MEDDICC-style qualification, and modern sales tools to accelerate deal velocity.
Take 360-degree ownership of territory execution while promoting a “win as a team” culture across internal and partner ecosystems.

Requirements

B.S. Degree or equivalent job experience
12+ years of enterprise sales experience within infrastructure software, availability, data protection, or resiliency solutions
Significant experience selling into the US Federal Government
Proven track record of exceeding quota and closing large, complex, multi-year federal deals
Deep familiarity with federal procurement processes, contracting vehicles, and budget cycles
Ability to build trusted relationships with senior government executives, program leaders, and technical decision-makers
Strong understanding of federal priorities related to mission assurance, cyber recovery, COOP, and infrastructure modernization
Demonstrated ability to quarterback complex, matrixed account teams
Strategic mindset with strong account planning, opportunity management, and deal execution skills
Comfortable navigating internal deal strategy, pricing, legal, and commercial approval processes
Growth mindset with adaptability in dynamic federal environments
Excellent verbal and written communication skills in English
Ability to obtain or maintain a US Government security clearance may be required, depending on agency alignment.

Benefits

Access to healthcare
Life insurance
Disability benefits
401(k) plan and company match

Applicant Tracking System Keywords

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

Hard skills

enterprise salesaccount planningopportunity managementdeal executionfederal procurement processescontracting vehiclesbudget cyclesrisk mitigationapplication modernizationdata protection

Soft skills

relationship buildingcommunicationstrategic mindsetadaptabilityteam collaborationtrusted advisornegotiationleadershipcustomer satisfactionproblem-solving

Certifications

B.S. DegreeUS Government security clearance