Federal Sales Director

BlueCat; Washington (District of Columbia); Hybrid; USD 340,000 - 380,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) with company matching

Paid parental leave

Annual learning and development budget

Job summary

BlueCat is searching for a Federal Regional Director to lead the expansion of its U.S. Federal business. Reporting to executive leadership, you will own a strategic territory focused on growth, execution of Federal sales strategies, and mentoring teams towards success. The role requires a minimum of 8 years in enterprise technology sales, ideally within the Federal market, demonstrating a strong ability to navigate complex sales cycles.

In addition to a competitive salary of $340,000 to $380,000, this position includes a comprehensive benefits package, emphasizing BlueCat's commitment to its employees' well-being and professional development.

Qualifications

• 8+ years of successful enterprise technology sales experience within the U.S. Federal market.
• Proven success building or scaling Federal territories, teams, or businesses.
• Experience leading complex enterprise sales cycles.

Responsibilities

• Build and grow a strategic Federal territory and revenue attainment.
• Drive strategic opportunities while mentoring Federal sellers.
• Lead complex sales cycles from engagement through close.

Skills

Enterprise technology sales experience

Cybersecurity sales

Networking and infrastructure sales

Strong executive presence

Cross-functional leadership

Job description

Federal Regional Director

Build and scale our U.S. Federal business during a critical growth phase.

What You’ll Do:

Build and Scale the Federal Business

• Own and grow a strategic Federal territory with accountability for pipeline creation, revenue attainment, and long‑term account expansion.
• Help define and execute BlueCat’s Federal growth strategy across civilian, defense, and intelligence‑related opportunities.
• Identify whitespace opportunities, emerging initiatives, modernization programs, and mission‑driven use cases where BlueCat can deliver measurable value.
• Build repeatable sales motions, operational rigor, and territory discipline that can scale as the Federal business grows.

Lead as a Player / Coach

• Personally drive strategic opportunities while mentoring and guiding other Federal sellers.
• Help onboard, develop, and elevate future Federal Account Executives.
• Share best practices around account strategy, pipeline development, Federal procurement navigation, and executive engagement.
• Act as a culture leader who brings urgency, accountability, collaboration, and professionalism to the team.

Drive Complex Enterprise and Federal Sales Cycles

• Lead sophisticated, multi‑threaded sales cycles from initial engagement through close.
• Build relationships across CIO, CISO, networking, infrastructure, operations, and procurement organizations.
• Navigate Federal acquisition paths including GWACs, BPA vehicles, GSA schedules, and partner‑led procurement motions.
• Develop strategic account plans that align technical outcomes with mission priorities.

Position BlueCat as a Strategic Platform

• Articulate BlueCat’s value across network modernization, Zero Trust, cybersecurity operations, cloud transformation, automation, and network observability.
• Help customers understand how DNS intelligence, network telemetry, and foundational infrastructure visibility contribute to resiliency and operational awareness.
• Partner closely with Sales Engineering to position differentiated technical value in competitive environments.

Collaborate Across the Business

• Work closely with Marketing, Channel, Alliances, Customer Success, Product, and Executive Leadership teams.
• Build strong relationships with Federal systems integrators, strategic resellers, and ecosystem partners.
• Deliver accurate forecasting, pipeline visibility, and territory planning through Salesforce.

What You Bring:

• 8+ years of successful enterprise technology sales experience within the U.S. Federal market.
• Proven success building or scaling Federal territories, teams, or businesses.
• Strong track record of exceeding quota and closing complex enterprise or Federal deals.
• Experience selling cybersecurity, networking, infrastructure, observability, SaaS, automation, or cloud‑related solutions.
• Deep understanding of Federal buying motions, procurement processes, and contract vehicles.
• Existing relationships across Federal agencies, systems integrators, and channel ecosystems.
• Ability to operate strategically while remaining highly hands‑on.
• Strong executive presence with the ability to communicate effectively with both technical and business stakeholders.
• Experience developing account plans, territory strategies, and pipeline generation programs.
• Strong cross‑functional leadership and collaboration skills.
• High urgency, accountability, and ownership mentality.

Ideal Background:

We would especially value candidates who have experience selling:

• Network infrastructure or networking platforms
• Cybersecurity or Zero Trust solutions
• Network observability or monitoring platforms
• Infrastructure automation or orchestration technologies
• Hybrid cloud networking solutions
• Enterprise SaaS or operational intelligence platforms

Experience working with agencies focused on cybersecurity, modernization, infrastructure resiliency, defense operations, or cloud transformation is highly desirable.

Salary

The annual salary range for this position is USD 340,000–380,000, plus participation in a discretionary bonus plan. Final compensation will be determined based on skills, experience, and qualifications. This role is for an existing vacancy.

Benefits

This position is eligible for a comprehensive benefits package, including medical, dental, and vision insurance; tax‑advantaged accounts (HSA, FSA); annual Lifestyle Spending Account (LSA); a 401(k) with company matching; paid parental leave; vacation, personal, and wellness days; an annual learning and development budget. Eligible employees may also participate in the company’s annual bonus program.

EEO Statement

BlueCat is an Equal Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. BlueCat will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants.

E‑Verify Participation

BlueCat participates in the E‑Verify program to confirm the employment eligibility of new hires based in the U.S. The E‑Verify process is completed in conjunction with the Form I‑9 Employment Eligibility Verification on or before the first day of work. E‑Verify is not used as a tool to pre‑screen candidates. For more information about E‑Verify, visit https://www.e-verify.gov/employees.