Director of Sales

ControlCase, LLC; Fairfax (VA); On-site; USD 120,000 - 160,000; Full time

Job summary

ControlCase, LLC is seeking a Director of Sales – Federal to lead, manage, and scale a sales team focused on cybersecurity compliance and certification services for organizations in regulated federal environments.

This pivotal role entails driving revenue growth across key compliance frameworks, developing strategic sales plans, and managing performance metrics while collaborating with various stakeholders to enhance ControlCase’s federal compliance practice.

Qualifications

• 5+ years of enterprise technology or cybersecurity sales experience.
• 5+ years managing high-performing sales teams.
• Proven track record of exceeding revenue targets.

Responsibilities

• Lead and manage a team of enterprise sales executives focused on federal compliance services.
• Drive revenue growth across federal compliance services.
• Collaborate with marketing on campaigns targeting federal compliance buyers.

Skills

Enterprise technology sales experience

Cybersecurity sales experience

Managing high-performing sales teams

Understanding of federal cybersecurity frameworks

Tools

Salesforce

Job description

ControlCase is seeking a Director of Sales – Federal to lead and scale a sales team focused on cybersecurity compliance and certification services for organizations operating in regulated federal environments.

This role will drive revenue growth across CMMC, FedRAMP, NIST 800-171, MARS-E, and other Federal-related compliance services by managing enterprise sales executives and developing strategic sales initiatives targeting government contractors, cloud service providers, and regulated technology organizations.

The Director will be responsible for team performance, pipeline growth, forecasting accuracy, and strategic account development, while partnering with marketing, compliance experts, and executive leadership to expand ControlCase’s federal compliance practice.

Key Responsibilities

• Lead, coach, and manage a team of enterprise sales executives focused on federal compliance services
• Establish quotas, pipeline expectations, and sales performance metrics
• Conduct regular pipeline, deal strategy, and forecasting reviews
• Ensure disciplined CRM (Salesforce) usage and forecasting accuracy

Revenue Growth

• Drive revenue across ControlCase’s federal compliance services, including:
• CMMC readiness and C3PAO certification assessments
• FedRAMP readiness and 3PAO security assessments
• NIST 800-171 readiness and compliance programs
• MARS-E security and privacy assessments
• Target customers and partners include:
• Government contractors requiring NIST 800-171 compliance
• Healthcare and marketplace technology providers are subject to MARS-E
• ITSP, MSP, and technology partners who would share in a “sell-with” mission

Strategic Sales Execution

• Build account strategies for enterprise and federal customers
• Develop sales plays for organizations preparing for regulatory certification
• Drive pipeline growth through direct sales, partner channels, and strategic alliances
• Collaborate with marketing on campaigns targeting federal compliance buyers
• Work to expand product and service footprint with required, non-federal services

Partner & Ecosystem Development

• Develop relationships with:
• Managed Service Providers (MSPs)
• Government contracting consultants
• System integrators and advisory firms
• Build referral and channel partnerships to expand federal compliance opportunities

Qualifications

Required

• 5+ years of enterprise technology or cybersecurity sales experience
• 5+ years successfully managing high-performing sales teams
• Proven track record of exceeding revenue targets
• Experience selling cybersecurity, compliance, or risk management services
• Experience selling into government contractors or regulated industries
• Strong understanding of federal cybersecurity frameworks, including CMMC, FedRAMP, or NIST standards

Preferred

• Experience selling audit, certification, or assessment services
• Knowledge of the Defense Industrial Base (DIB) ecosystem
• Familiarity with CMMC certification processes or FedRAMP authorization
• Existing relationships within GovCon, MSP, or federal technology ecosystem
• Experience in RFP responses

Key Success Metrics

• Pipeline coverage and forecast accuracy
• Revenue growth across federal compliance service lines