Director, Strategic Government Sales

UPS; Atlanta (GA); On-site; USD 180,000 - 240,000; Full time

Job summary

Confidential is seeking a Director of Strategic Government Sales to own revenue targets and expand government and municipal accounts. You will manage a multi-million-dollar portfolio, lead complex sales and procurement, and drive competitive displacement to accelerate growth.

You will build executive relationships, partner cross-functionally, and shape go-to-market strategy for the government vertical, with a strong preference for East Coast presence.

Qualifications

• 10+ years in enterprise sales, strategic accounts, or business development.
• Experience selling into the public sector or familiarity with government/regulatory environments.
• Ability to navigate procurement processes and compliance considerations.

Responsibilities

• Own revenue targets and multi-year growth strategies across government accounts.
• Manage a multi-million-dollar book of business with pipeline growth.
• Lead end-to-end complex sales cycles, negotiations, and procurement processes.
• Drive competitive account penetration and displacement strategies.
• Build executive-level relationships with key stakeholders.
• Identify expansion opportunities through strategic account planning.

Skills

Enterprise sales

Strategic accounts

Govt/public sector

Executive presence

Cross-functional leadership

Stakeholder management

Negotiation

Sales strategy

Tools

Salesforce CRM

Job description

You thrive in owning and growing complex, multi-million-dollar government and strategic enterprise accounts, and are driven by delivering measurable revenue impact. As the Director, Strategic Government Sales, you will lead market expansion, build executive relationships, and drive competitive displacement to accelerate long-term growth.

What You’ll Do

• Own and deliver against revenue targets and multi-year growth strategies across government and municipal accounts
• Manage and expand a significant multi-million-dollar book of business, driving pipeline growth and deal velocity
• Lead end-to-end complex sales cycles, contract negotiations, and procurement processes
• Drive competitive account penetration and displacement strategies to increase market share
• Build and maintain executive-level relationships with key stakeholders
• Identify expansion opportunities through strategic account planning and customer engagement
• Partner cross-functionally with internal teams (e.g., solutions, legal, finance, delivery) to execute complex deals and deliver customer outcomes
• Influence go-to-market strategy and provide leadership across the government vertical

What You Bring

• 10+ years of experience in enterprise sales, strategic accounts, or business development
• Proven success managing large, complex, multi-million-dollar customer portfolios with quota accountability
• Experience selling into the public sector or deep familiarity with government and regulatory environments through roles such as military service, government positions, or adjacent industries
• Ability to navigate public sector stakeholder structures, procurement processes, and compliance considerations
• Demonstrated success in penetrating competitive markets and displacing incumbents
• Strong executive presence with the ability to influence senior customer stakeholders
• Experience operating within large, matrixed organizations and leading cross-functional initiatives
• Background in government/public sector, professional services, retail, or enterprise solutions environments
• Strong preference for candidates based on the U.S. East Coast