Director, Federal Sales: Air Force and Space Force (Government)

AT&T Mobility Services; Chantilly (VA); Hybrid; USD 180,000 - 260,000; Full time

Job summary

AT&T Global Public Sector seeks a growth-oriented sales leader to advance missions of the U.S. Air Force and U.S. Space Force.

You will build and execute a portfolio strategy connecting air, space, base, IT, cyber, data, and modernization priorities with secure communications and technology solutions. Role combines people leadership, executive customer engagement, portfolio strategy, capture discipline, and growth accountability.

Qualifications

• Demonstrated success leading and growing complex enterprise technology, telecommunications, digital infrastructure, cybersecurity, cloud, software, or mission-solution businesses.
• Experience leading quota-carrying sellers or cross-functional growth teams with coaching and execution improvement.
• Ability to originate, shape, qualify, and close complex, multi-stakeholder opportunities.
• Working knowledge of federal acquisition and funding processes, including contract vehicles and procurement risk.

Responsibilities

• Set and execute the go-to-market strategy for the assigned portfolio including priority missions and accounts.
• Lead, coach, and develop a high-performing sales team with clear standards for planning and forecast integrity.
• Build pipeline ahead of RFP by engaging mission owners and acquisition leaders.
• Translate mission challenges into outcome-based solutions spanning networking, mobility, cloud, cybersecurity, and AI-enabled ops.
• Sponsor strategic pursuits from discovery through capture, negotiation, and expansion.
• Develop executive relationships and manage multi-thread accounts beyond a single customer.

Skills

Enterprise sales

Federal government sales

Team leadership

Capture management

Solution selling

Job description

This is a full-time onsite role based in the location(s) posted and is performed from the designated work location one day per week. No relocation is offered.

Portfolio: Department of War, U.S. Air Force and U.S. Space Force

Preferred location: National Capital Region, with regular customer engagement in the Washington, DC, Maryland, and Northern Virginia market.

Work model: Hybrid and customer-facing. The successful leader will establish the cadence needed to lead the team, engage customers, and advance priority pursuits.

The Opportunity

AT&T Global Public Sector is seeking a growth-oriented sales leader to help advance the missions of the U.S. Air Force and U.S. Space Force. This leader will build and execute a portfolio strategy that connects air, space, base, enterprise IT, cyber, data, and modernization priorities with secure, resilient communications and technology solutions.

This is not a role for waiting on released solicitations. The leader will help the team see around corners, create qualified demand, shape acquisition pathways, and bring the full strength of AT&T and its partner ecosystem to complex mission problems. The role combines people leadership, executive customer engagement, portfolio strategy, capture discipline, and direct accountability for growth.

What You Will Own

• Set and execute the go-to-market strategy for the assigned portfolio, including priority missions, accounts, use cases, partners, contract pathways, and investment choices.
• Lead, coach, and develop a high-performing sales team. Establish clear standards for account planning, opportunity creation, customer coverage, qualification, forecast integrity, and follow-through.
• Build pipeline ahead of the RFP by engaging mission owners, CIO and CTO organizations, acquisition leaders, contracting officials, technical authorities, and industry partners before requirements are fixed.
• Translate mission and operational challenges into outcome-based solutions spanning advanced networking, mobility and 5G, edge, cloud connectivity, cybersecurity, AI-enabled operations, professional services, and managed solutions.
• Personally sponsor the most strategic pursuits, from discovery and shaping through capture, negotiation, award, implementation alignment, and expansion.
• Develop trusted executive relationships and multithread accounts beyond a single customer, program, contract, or technology domain.
• Orchestrate solution engineering, capture, contracts, legal, finance, delivery, operations, product, marketing, and partner teams in a highly matrixed environment.
• Build a partner strategy across systems integrators, OEMs, cloud and security providers, small businesses, and contract vehicle holders to improve access, differentiation, and win probability.
• Own business performance, including qualified pipeline, funnel conversion, bookings, revenue, margin, forecast accuracy, account health, and CRM discipline.
• Create a culture that values customer mission, curiosity, speed, accountability, ethical judgment, inclusion, and continuous learning.

Required Qualifications

• Demonstrated success leading and growing complex enterprise technology, telecommunications, digital infrastructure, cybersecurity, cloud, software, professional services, or mission-solution businesses.
• Experience leading quota-carrying sellers or cross-functional growth teams, with a record of coaching talent and improving execution.
• Ability to originate, shape, qualify, and close complex, multi-stakeholder opportunities rather than relying only on established relationships or released procurements.
• Working knowledge of federal acquisition and funding processes, including the ability to navigate contract vehicles, teaming, capture, proposals, pricing, negotiations, and procurement risk.
• Executive-level communication and presence, with the ability to engage mission, technology, acquisition, and business stakeholders and translate among them.
• Technology fluency and intellectual curiosity. The candidate need not be the deepest engineer, but must be able to learn quickly, ask incisive questions, and lead credible conversations about modern architectures and mission outcomes.
• Strong business and analytical judgment, including pipeline economics, investment trade-offs, pricing, profitability, forecast risk, and resource allocation.
• Ability to lead across a matrix, influence without direct authority, and maintain momentum across long sales cycles and competing priorities.
• Ability to travel regularly for customer, team, partner, and industry engagement.
• Ability to obtain and maintain required customer access or a U.S. Government security clearance if needed for assigned work. An active clearance is not required at time of application unless dictated by a specific customer engagement.

Preferred Qualifications

• Experience supporting or selling into the Department of the Air Force, U.S. Air Force, U.S. Space Force, major commands, field commands, PEOs, pr