Regional Sales Director-Air Force

Forward; Massachusetts; On-site; USD 320,000 - 360,000; Full time

Job summary

Forward Networks is seeking an experienced Federal Regional (Air Force) DOD Sales Director to drive strategic sales across the Air Force and federal accounts. The role emphasizes building a scalable pipeline, delivering enterprise-grade networking software with an ARR model, and exceeding quotas.

You will lead with a data-driven approach, engage senior decision-makers, and align with Center of Excellence in security and network visibility.

Qualifications

• Clearance desired (Minimum Level: Secret).
• Bachelor's Degree required.
• Minimum 7-10 years in Fed DOD Sales with Air Force experience.
• Proven track record of meeting and exceeding quota in technology sales.
• Deep understanding of the networking and security industry, products, competitors, history, emerging trends.
• Experience in selling Enterprise software with an ARR model preferred.
• Ability to communicate business and technical value to all levels of management.
• Prior experience managing a sales team a plus.
• Excellent communication and listening skills; persuasive.
• Background in IT infrastructure.

Responsibilities

• Own the development and execution of your sales strategy in territory that aligns with the company’s goals and objectives.
• Identify and qualify leads, and generate new AirForce opportunities to achieve quota on a quarterly and annual basis.
• Build strategic working relationships with clients, maintaining a high level of face-to-face contact.
• Analyze potential sales opportunities by using data analysis and segmented research.
• Develop a deep understanding of the competitive landscape and maintain a client database.
• Maintain a high level of product and industry knowledge.
• Build and maintain a robust pipeline of at least 3x revenue target.
• Clearly explain the value proposition and goals of the Forward Networks solution.

Skills

Federal DOD sales

Air Force experience

Enterprise software sales

ARR model

Quota attainment

Education

Bachelor's Degree

Job description

Forward was founded in 2013 by four Stanford Ph.D.s, building the industry's first network digital twin: a mathematically accurate model of the production network. It's the foundation for autonomous networking, giving engineers and AI agents the ability to know the impact of every change before it touches production. That founding instinct still defines how we work. We're accurate and evidence-driven, relentless about clarity, and we'd rather be certain than comfortable, building a groundbreaking platform that transforms how teams run and secure networks across every major cloud and vendor environment. Global leaders like Goldman Sachs, PayPal, S&P Global, IBM, and Dell trust Forward, alongside fast-growing enterprises and government agencies, realizing an average of $14.2 million in annual benefits, according to IDC. Backed by top-tier investors, including A. Capital, Andreessen Horowitz, Goldman Sachs, MSD Partners, Omega Venture Partners, Section 32, and Threshold Ventures, and headquartered in Santa Clara, we're most proud of our team: curious people who'd rather build what doesn't exist than accept how things have always been done.

Forward Networks is looking for an experienced Federal Regional (Air Force) DOD Sales Director:

• Do you want to create a category and help build a special company?
• Do you want to sell a platform that solves real networking problems?
• Do sensible quotas and no cap on earnings pique your interest?
• Join a company that has been in market 5+ years and has some of the top Federal agencies and F500/Global 2000 already buying and referenceable.
• If you have 7-10 years of wildly successful experience selling to the federal government ..you may be the one!
• We are building a special team and hope you consider us if you want to have the experience of changing the networking world as we know it.

This role will focus on the Air Force as part of our Federal team. Secret clearance desired

Responsibilities

• Own the development and execution of your sales strategy in territory that aligns with the company’s goals and objectives
• Identify and qualify leads, and generate new AirForce opportunities in order to achieve quota on a quarterly and annual basis
• Build strategic working relationships with clients, maintaining a high level of face-to-face contact
• Analyze potential sales opportunities by using data analysis and segmented research to identify the attributes most valued by our potential clients
• Develop a deep understanding of the competitive landscape and maintain a client database
• Maintain a high level of product and industry knowledge
• Build and maintain a robust pipeline of at least 3x revenue target
• Clearly explain the value proposition and goals of the Forward Networks solution

Requirements

• Clearance desired (Minimum Level: Secret)
• Bachelor's Degree required
• Minimum 7-10 years in Fed DOD Sales with Air Force experience
• Proven track record of meeting and exceeding quota in technology sales
• Deep understanding of the networking and security industry, products, competitors, history, emerging trends and changing marketplace.
• Experience in selling Enterprise software with an ARR model preferred
• Must be able to communicate business and technical value to all levels of management
• Prior experience managing a sales team a plus
• Excellent communication and listening skills; persuasive
• Background in IT infrastructure

The expected On-Target Cash Earnings for this role is between 320,000-360,000 per year. Within this range, individual pay is determined by several factors including but not limited to, job-related skills, work experience, and relevant education/training