Director of Federal Sales

Knak Digital; Washington (District of Columbia); On-site; USD 225,000 - 275,000; Full time

Job summary

Knak Digital seeks a Director of Federal Sales to own and drive the federal go-to-market strategy across civilian agencies, DoD, and the Intelligence Community. You will lead strategy, direct opportunity creation, and forecasted revenue while collaborating with partners, distributors, and systems integrators.

You will leverage deep federal procurement knowledge to craft strategic account plans, manage complex deals, and build a strong federal sales organization.

Qualifications

• 10+ years of successful federal technology sales experience.
• Proven record of meeting or exceeding quota and closing complex federal opportunities.
• Strong understanding of federal budgeting, acquisition cycles, procurement processes, contract vehicles, and channel-based sales.
• Established relationships within civilian agencies, DoD, IC, or federal partner ecosystem.
• Experience selling networking, cybersecurity, infrastructure, or related technology solutions.
• Experience developing strategic federal account plans and building multi-year pipelines.
• Ability to translate technical capabilities into clear mission, operational, security, and financial value.
• Experience coordinating sales motions involving hardware, software, cloud solutions, professional services, and channel partners.
• Experience working with federal systems integrators, resellers, distributors, and acquisition partners.
• Strong executive presence, negotiation, presentation, and account-planning skills.
• Disciplined pipeline management, forecasting, and sales execution.
• Ability to operate in an entrepreneurial, fast-moving environment.

Responsibilities

• Develop and execute the federal sales strategy across civilian, defense, and intelligence markets.
• Own federal bookings, pipeline, and revenue performance.
• Build and manage a multi-year pipeline across priority federal agencies and programs.
• Develop strategic account plans identifying agency priorities, funding sources, acquisition paths, decision-makers, and competitive positioning.
• Build trusted relationships with federal CIO, CISO, network operations, cybersecurity, engineering, program, and acquisition stakeholders.
• Position networking, infrastructure, visibility, analytics, and cybersecurity solutions against federal requirements.
• Lead complex sales cycles from opportunity identification through procurement, negotiation, and close.
• Develop relationships with distributors, resellers, systems integrators, technology partners, and contract-vehicle holders.
• Navigate budgeting, procurement processes, acquisition cycles, and contract vehicles.
• Partner with Sales Engineering, Product, Marketing, Customer Support, and exec leadership to develop customer solutions.
• Maintain disciplined CRM practices and provide accurate pipeline and revenue forecasts.
• Communicate opportunity status, risks, and resource needs to leadership.
• Represent the organization at federal industry events and partner meetings.
• Capture customer feedback to inform product strategy and go-to-market investments.
• Recruit, develop, and lead additional federal sales resources as the business expands.

Skills

Federal sales

Quota attainment

Budgeting knowledge

Federal ecosystem relationships

Networking/Cybersecurity/infra

Strategic account planning

Pipeline management

Executive communication

Education

Bachelor's degree or equivalent

Job description

Director of Federal Sales

Washington, DC Metropolitan Area | Full-Time

This is a hands‑on sales leadership role with ownership of federal strategy, pipeline development, partner engagement, and revenue performance across civilian agencies, the Department of Defense, and the Intelligence Community.

Summary

The Director of Federal Sales will develop and execute the company's federal go-to-market strategy while directly driving strategic opportunities from initial identification through close.

We're looking for a proven federal technology sales leader with deep knowledge of government acquisition, established relationships across the federal ecosystem, and experience selling networking, cybersecurity, infrastructure, or related technology solutions.

You’ll combine strategic account planning with hands‑on opportunity creation, partner development, forecasting, and deal execution. As the federal business grows, you’ll also help build and develop additional sales resources.

What You’ll Do

• Develop and execute the federal sales strategy across civilian, defense, and intelligence markets
• Own federal bookings, pipeline, and revenue performance
• Build and manage a qualified, multi-year pipeline across priority federal agencies and programs
• Develop strategic account plans identifying agency priorities, funding sources, acquisition paths, decision-makers, and competitive positioning
• Build trusted relationships with federal CIO, CISO, network operations, cybersecurity, engineering, program, and acquisition stakeholders
• Position networking, infrastructure, visibility, analytics, and cybersecurity solutions against federal mission and operational requirements
• Lead complex sales cycles from opportunity identification and technical validation through procurement, negotiation, and close
• Develop relationships with distributors, resellers, systems integrators, technology partners, and contract-vehicle holders
• Navigate federal budgeting, procurement processes, acquisition cycles, and contract vehicles
• Partner with Sales Engineering, Product, Marketing, Customer Support, and executive leadership to develop customer solutions
• Maintain disciplined CRM practices and provide accurate pipeline and revenue forecasts
• Clearly communicate opportunity status, risks, competitive dynamics, and resource requirements to leadership
• Represent the organization at federal industry events, conferences, customer briefings, and partner meetings
• Capture customer and market feedback to help inform product strategy and federal go-to-market investments
• Recruit, develop, and lead additional federal sales resources as the business expands

What You’ll Bring

Required Qualifications

• 10+ years of successful federal technology sales experience
• Proven record of meeting or exceeding quota and closing complex, competitive federal opportunities
• Strong understanding of federal budgeting, acquisition cycles, procurement processes, contract vehicles, and channel-based sales
• Established relationships within civilian agencies, the Department of Defense, Intelligence Community, or the broader federal partner ecosystem
• Experience selling networking, cybersecurity, infrastructure, network testing, observability, cloud, or closely related technology solutions
• Experience developing strategic federal account plans and building multi-year pipelines
• Ability to translate technical capabilities into clear mission, operational, security, and financial value
• Experience coordinating sales motions involving hardware, software, cloud solutions, professional services, and channel partners
• Experience working with federal systems integrators, resellers, distributors, and acquisition partners
• Strong executive presence, negotiation, presentation, and account-planning skills
• Disciplined approach to pipeline management, forecasting, and sales execution
• Ability to operate effectively in an entrepreneurial, fast-moving environment
• Residence in the Washington, DC metropolitan area
• Willingness to travel approximately 30-40%
• Ability to satisfy customer-specific facility and information-access requirements

Preferred Qualifications

• Experience building or significantly expanding a federal sales territory or business
• Knowledge of enterprise wired and wireless networking, network testing, cybersecurity operations, or critical infrastructure
• Established relationships with federal systems integrators, resellers, distributors, and acquisition partners
• Experience working with GSA schedules, government-wide acquisition contracts, and defense or civilian agency contract vehicles
• Active federal security clearance or previous experience working within cleared customer environments
• Bachelor's degree or equivalent professional experience

Compensation

• Target OTE: Approximately $250,000 annually
• Compensation Mix: 50% base salary / 50% incentive

Actual compensation may vary based on experience, qualifications, and the final incentive plan

Compensation:

$250,000 per year