Federal Sales Director

Onspring; Washington (District of Columbia); Hybrid; USD 150,000 - 230,000; Full time

Job summary

A leading software solutions provider is seeking a qualified Federal Software Sales Director to spearhead growth in the federal government sector. This role involves promoting FedRAMP-authenticated software solutions, strategizing for new business capture, and fostering relationships with federal stakeholders. Ideal candidates should possess more than 5 years of relevant sales experience and a strong grasp of federal procurement processes. The position requires travel within the Washington DC Metro area to meet the demands of the role.

Qualifications

• 5+ years of sales experience within the federal government sector.
• Strong understanding of federal contracting vehicles and compliance requirements.
• Demonstrated history of exceeding sales targets in the Federal space.
• Experience with target account or solution selling.
• Extensive network with US federal agencies and partners.

Responsibilities

• Promote and sell FedRAMP-authenticated software solutions to federal agencies.
• Develop and execute a territory strategy to capture new business.
• Establish and maintain long-term relationships with key stakeholders in federal agencies.
• Leverage partnerships to create and close pipeline.
• Develop proposals and responses to RFPs tailored to federal clients.
• Scope, negotiate, and close agreements.
• Maintain accurate prospect data in CRM.
• Monitor budgets, policy changes, and industry trends to identify opportunities and risks.

Skills

Sales experience within the federal government sector

Understanding of federal procurement process

Negotiation skills

Relationship-building

Pipeline development

Job description

Overview

We seek an experienced, driven Federal Software Sales Director able to capture new customer footprints within the federal government sector. Your responsibilities will include promoting and selling FedRAMP-authenticated software solutions to federal agencies, identifying opportunities for growth, building and managing relationships with key stakeholders, and navigating contracting and sales with partners and distributors. The ideal candidate is a skilled negotiator and relationship-builder with a strong understanding of government procurement processes and regulations.

Responsibilities

• Requires deep knowledge of selling to the Federal Government, including the procurement process and contracting vehicles.
• Ability to execute a territory strategy to capture new business in a Federal sales territory, including pipeline development, territory planning, account planning, forecasting, quota attainment, sales presentations, and short-term, mid-term, and long-term opportunity management.
• Establish and maintain strong, long-term relationships with key stakeholders in federal agencies, including decision-makers, procurement officers, and project managers.
• Leverage relationships and joint go to market strategies with partners to create and close pipeline.
• Coordinate with cross-functional teams to develop proposals, responses to RFPs, and other sales materials tailored to federal clients.
• Scope, negotiate, and bring to closure agreements
• Capture, maintain, and disseminate accurate and relevant prospect information in our CRM system
• Monitor federal budgets, policy changes, and industry trends to identify emerging opportunities and potential risks

Desired Skills & Experience

• 5+ years of sales experience within the federal government sector
• Strong understanding of the federal procurement process, including federal budgeting and procurement processes, contracting vehicles, and compliance requirements.
• Demonstrated a history of exceeding sales targets in the Federal space
• Successful experience with target account selling, solution selling, and/or consultative sales techniques
• Extensive network with both US Federal agencies as well as the partner ecosystem

Personal Attributes & Values

• Outgoing personality with a positive attitude
• Highly self-motivated and results-driven with a hunter mentality
• Flexible and adaptable to rapidly changing situations
• Excellent communication (written and verbal) and presentation skills, both internally and externally
• Strong time management, organizational, and decision-making skills
• Attention to detail while being able to manage multiple priorities and tasks simultaneously
• Ability to work in a collaborative, team environment and effectively communicate with all levels of stakeholders

Work Location: Washington DC, Metro Area; Willingness to travel with the needs of the role

About Onspring

Onspring is a connected, adaptive GRC platform designed to unify processes, data, and teams across the enterprise. Achieve comprehensive, real-time visibility into your risk posture, security controls, and compliance status, transforming scattered information into actionable intelligence.

Onspring's highly configurable platform empowers teams to automate workflows, integrate systems, and scale GRC programs effectively. Trusted by organizations across diverse industries, Onspring modernizes GRC, moving beyond fragmented, reactive approaches to integrated, proactive oversight.

Learn more at www.onspring.com.

Onspring maintains a dynamic, flexible, and lively workplace. We encourage our team members to share ideas, challenge conventional wisdom, and have fun.

At Onspring, all qualified applicants will be considered for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.