Director, Federal Accounts

ImageTrend; Eagan (MN); Remote; USD 130,000 - 200,000; Full time

Benefits offered by this job

Bonus

Benefits

Remote Work Policy

Community gains

Job summary

ImageTrend, LLC, based in Eagan, MN, seeks a Director, Federal Accounts to lead federal market strategy and drive long-term revenue growth across agencies and partners. This role blends strategic selling with executive engagement to navigate complex procurement and deliver transformative software solutions.

You will own territory strategy, build relationships with agency leaders, and coordinate with Product, Marketing, and Legal to tailor offerings to evolving federal needs.

Qualifications

• Bachelor's degree or equivalent combination of education and experience.
• Progressive SaaS sales experience with federal government or complex enterprise accounts.
• Ability to build credibility with executive stakeholders and manage long sales cycles.

Responsibilities

• Achieve or exceed annual sales goals per incentive plan.
• Own and execute the federal growth strategy across agencies and channels.
• Manage full sales lifecycle from qualification to close on multi-year deals.
• Develop executive relationships with agency leadership and procurement officials.
• Identify and pursue emerging federal opportunities with market intelligence.
• Deliver solution presentations and demonstrations aligned to customer outcomes.
• Forecast revenue through disciplined pipeline management and CRM data integrity.
• Collaborate with Product, Marketing, Customer Success, Legal, Finance, and Contracts.

Skills

SaaS sales

Federal market

Strategic selling

MEDDICC

Force Management

Salesforce

Education

Bachelor's degree in Business/related field

Tools

Gong

Microsoft Office

Job description

About Us:

ImageTrend, LLC. is dedicated to connecting life’s most important data in the healthcare and emergency response community. We deliver software solutions, data analytics and services for EMS, hospitals, community paramedicine (CP), critical care, fire, and preparedness to enable fully integrated patient-centric healthcare and public safety. Our commitment to innovation, its clients, and providing world-class implementation and support is unsurpassed. Based in Eagan, MN, ImageTrend combines business analysis, creative design and data driven architecture to offer scalable solutions and strategies for today and the future.

Employment at ImageTrend is not just about doing a job; it’s about being a part of a community. We are top-notch talent, passionate about making a difference through the work we do together!

Description:

Under the direction of the CRO, the Director, Federal Accounts is responsible for leading ImageTrend's federal market strategy and driving long-term revenue growth across federal agencies, acquisition channels, strategic partners, and government programs. This highly visible individual contributor role serves as a trusted advisor to executive stakeholders, influences agency modernization initiatives, navigates complex federal procurement environments, and secures transformative, multi-year opportunities that support ImageTrend's strategic growth objectives.

The Director, Federal Accounts owns the development and execution of the federal territory strategy, identifies emerging market opportunities, strengthens executive-level relationships, and collaborates across the organization to shape solutions that address evolving agency needs. This role is designed for a strategic, highly consultative sales professional who thrives in complex environments and demonstrates accountability for business growth, market expansion, and long-term customer success.

ImageTrend sales team members follow a well-defined methodology, collaborate with internal stakeholders, qualify and identify prospective clients' unique needs, and clearly convey the value of ImageTrend solutions. This role provides an opportunity to contribute meaningfully to team success, expand ImageTrend's federal presence, and positively impact the communities and agencies we serve.

What You\'ll Do:

• Achieve or exceed annual sales goals as outlined in the Sales Compensation Plan incentive agreement
• Own and execute the federal growth strategy, driving revenue expansion across assigned agencies, territories, acquisition channels, and strategic accounts
• Manage the full sales lifecycle from opportunity identification and qualification through negotiation, contracting, and close, focusing on high-value, multi-year opportunities and enterprise software solutions
• Develop and maintain executive-level relationships with agency leadership, procurement officials, program administrators, industry partners, contract vehicle stakeholders, and key federal decision makers
• Proactively identify, assess, and pursue emerging federal opportunities through strategic territory planning, account-based selling, market intelligence, and consultative engagement
• Facilitate executive-level meetings and deliver compelling solution presentations and demonstrations that align customer challenges with measurable business outcomes
• Serve as a trusted advisor to federal stakeholders by understanding agency priorities, modernization initiatives, funding strategies, compliance requirements, and operational challenges
• Apply Force Management principles, including Command of the Message and value frameworks, to effectively communicate ImageTrend's value proposition and strengthen competitive positioning
• Develop and deliver accurate revenue forecasts through disciplined pipeline management, account planning, and CRM data integrity
• Influence federal go-to-market strategies by providing market intelligence, customer feedback, competitive insights, and recommendations to leadership
• Partner cross-functionally with Product, Marketing, Customer Success, Legal, Finance, Contracting, and Executive Leadership to accelerate strategic opportunities and support customer success
• Identify and evaluate new acquisition pathways, contract vehicles, teaming relationships, strategic partnerships, and growth opportunities within the federal sector
• Lead and coordinate federal RFP, proposal, contracting, and procurement activities while ensuring alignment with internal stakeholders and business objectives
• Monitor federal policy developments, funding initiatives, legislative priorities, agency budgets, and market trends to anticipate customer needs and uncover growth opportunities
• Build strong relationships internally and externally, collaborating effectively to remove obstacles, align resources, and advance complex opportunities through the sales process
• Act as an ambassador for ImageTrend with professionalism, integrity, and executive presence when engaging customers, prospects, partners, industry groups, and other external audiences
• Attend and actively participate in meetings, including but not limited to team meetings, pipeline reviews, trainings, territory planning sessions, Community Updates, product updates, and leadership discussions
• Adhere to departmental standards, workflows, SLAs, metrics, compliance requirements, and other established processes
• Travel as required to support customer engagement, industry events, business development activities, and company initiatives
• Perform additional duties and responsibilities as assigned

Requirements:

• Bachelor\'s degree in Business, Marketing, Communications, Public Administration, or a related field, or an equivalent combination of education and relevant experience
• Progressive SaaS sales experience, including significant experience selling into federal government agencies or similarly complex enterprise environments, preferably within the public safety or healthcare industries
• Demonstrated success managing strategic, high-value opportunities with extended sales cycles and multiple stakeholders
• Proven experience developing and executing federal market growth strategies that drive measurable revenue expansion and market penetration
• Strong understanding of federal procurement processes, contracting vehicles, agency funding mechanisms, acquisition strategies, and government purchasing environments
• Demonstrated ability to build credibility, influence decision makers, and develop trusted advisor relationships with executive-level stakeholders
• Proven achievement of consistent sales growth, profitability, retention, and high average selling price (ASP) performance
• Proven experience leading and coordinating complex opportunities that involve multiple departments, strategic partners, and competing stakeholder priorities
• Demonstrated proficiency with consultative sales methodologies, including MEDDICC and Force Management principles such as Command of the Message, value frameworks, and outcome-focused messaging
• Strong executive presence with exceptional written, verbal, presentation, negotiation, and influencing skills
• Proven ability to drive business results, influence strategy, and lead cross-functional initiatives without direct people management responsibility
• Strong analytical and problem-solving skills with the ability to translate complex concepts into clear, compelling business value
• Experience utilizing Salesforce CRM, Gong, Microsoft Office Suite, and other sales productivity and forecasting tools
• Proven ability to forecast and manage a complex federal sales pipeline using data-driven insights and disciplined sales processes
• Exceptional organizational skills with the ability to manage multiple priorities in a dynamic environment
• Ability to maintain discretion and confidentiality when handling sensitive, proprietary, or customer information
• Strong work ethic, integrity, accountability, collaboration, and customer-focused mindset
• Enthusiasm for continuous learning and staying informed on federal market trends, public safety technology, healthcare technology, and government modernization initiatives
• Ability to travel up to 50%

This role can be performed 100% virtually anywhere in the US while following our Remote Work Policy. Deadline to apply is at least 3 days after the posting date listed.

Position Salary Range: The annual base salary range for this full-time role is $130,000 - $200,000 USD + bonus + benefits + perks + community gains. Within the range, individual pay is determined by job-related skills, education or training and other relevant qualifications.

ImageTrend is an equal opportunity employer and is committed to providing a workplace free from harassment and discrimination. We celebrate the unique differences of our employees because that is what drives curiosity, innovation, and the success of our business. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate. Accommodations are available for applicants with disabilities.

If you are unable to submit your application because of incompatible assistive technology or a disability, please contact us at 952-469-1589, and ImageTrend will reasonably accommodate qualified individuals with disabilities to the extent required by applicable law.

ImageTrend participates in the Electronic Employment Verification Program (E-Verify) to validate employee Form I-9 documentation. Please visit everify.gov to learn more.