Director, Federal Sales
red violet (NASDAQ: RDVT)
full-time
Posted on:
Location Type: Remote
Location: United States
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Salary
💰 $150,000 per year
Job Level
About the role
- Develop and implement comprehensive sales strategies to target federal agencies, drive revenue growth, and secure long-term contracts
- Identify new business opportunities and key government procurement projects through market analysis, competitive intelligence, and networking
- Oversee the entire sales process, from prospecting and proposal development to contract negotiation and closing deals
- Opportunity to eventually lead and manage a team of federal sales professionals, providing guidance, coaching, and performance management to drive success across the team
- Cultivate and maintain strong relationships with key decision-makers, procurement officers, and senior leadership within federal agencies
- Tailor sales approaches to the unique needs and requirements of federal government clients, ensuring compliance with relevant regulations and procurement processes
- Build a robust sales pipeline and drive engagement with federal agencies to win new contracts and expand existing relationships
- Collaborate closely with internal teams, including proposal managers, legal, and product specialists, to develop competitive, compliant proposals for federal contracts
- Ensure the sales team is effectively navigating the complexities of federal procurement processes, including RFPs, RFIs, and contract negotiations
- Provide leadership during the response to government solicitations, ensuring accuracy, compliance, and the presentation of compelling value propositions
- Monitor sales team performance against federal sales targets, adjusting strategies and tactics as needed to ensure goals are met or exceeded
- Provide timely and accurate sales forecasts, pipeline management reports, and other key performance metrics to senior leadership
- Develop and implement best practices for the sales team, focusing on efficiency, compliance, and sales excellence
- Stay informed on changes in federal government policies, procurement regulations, and emerging trends in the public sector
- Attend industry events, conferences, and government-related forums to expand the company's presence, network with key stakeholders, and gain market intelligence
- Leverage government and industry relationships to identify new business opportunities and stay ahead of competitors
- Build strong post-sale relationships with federal clients, ensuring continued satisfaction and support
- Identify and act on opportunities for upselling additional products, services, or solutions to existing federal accounts
Requirements
- Bachelor’s degree in business, Marketing, or a related field (MBA preferred)
- 10+ years of experience in public sector sales, with a minimum of 5 years focused specifically on federal direct sales
- In-depth knowledge of the federal procurement process, including familiarity with FAR (Federal Acquisition Regulation), GSA schedules, and other government contracting vehicles
- Proven success in leading sales teams that consistently exceed federal revenue targets
- Strong relationships with key federal government decision-makers and stakeholders
- Exceptional communication, negotiation, and presentation skills, with the ability to influence senior executives
- Aptitude to understand complex federal government needs and tailor solutions that align with agency priorities and budgets
- Strong analytical and problem-solving skills, with a focus on results and navigating obstacles in the sales process
- Expertise in CRM software, (e.g., Salesforce, HubSpot) and Microsoft Office Suite
- Travel expectations: Around 25% for client meetings, conferences, and industry events
- Applicants must have permanent work authorization in the U.S.; we are not sponsoring visas for this role
- Willingness to travel (50%+) for customer engagement, industry events, and on-site briefings
Benefits
- opportunity for stock (RSU) grants
- a 401K and generous company match
- flexible PTO policy
- medical, dental and vision coverage
- commuter benefits
- in-office healthy snacks
- team events and more
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
public sector salesfederal direct salesfederal procurement processFAR (Federal Acquisition Regulation)GSA schedulessales forecastingpipeline managementnegotiationpresentation skillsanalytical skills
Soft Skills
leadershipcommunicationrelationship buildingcoachingperformance managementproblem-solvinginfluencingtailoring solutionsnetworkingresults-oriented
Certifications
Bachelor’s degreeMBA (preferred)