Civilian Account Director

VAST Data; Sterling (VA); On-site; USD 171,000 - 222,000; Full time

Job summary

A leading infrastructure software company is seeking a Sales Director for Federal Civilian to drive market strategies and foster growth in AI and data technology. The ideal candidate will have over 8 years of experience in B2B sales, exceptional negotiation skills, and a strong ability to build relationships with senior agency leaders. This role offers a salary range of $171,000.00-$222,000.00 and requires a willingness to travel in a dynamic, fast-paced environment.

Qualifications

• Minimum of 8 years in B2B sales, ideally in the database industry.
• Proven track record in managing complex technical solutions.
• Strong relationship management with senior decision-makers.

Responsibilities

• Develop account strategies for Federal Civilian agencies.
• Drive business opportunities across AI and data workloads.
• Build relationships with agency leaders and procurement stakeholders.

Skills

B2B sales experience

Communication skills

Relationship building

Negotiation skills

Technical evangelism

Sales productivity tool proficiency

Tools

Salesforce

Job description

Sales Director, Data Platform - Federal Civilian

VAST Data is looking for a Sales Director, Federal Civilian to join our growing team! This is a senior, high‑impact role for an executive who understands how to build markets, shape demand, and close transformational deals within complex federal environments.

Overview

VAST Data is redefining the data platform for the AI era. As one of the fastest‑growing infrastructure software companies in history, VAST sits at the center of the AI, HPC, and data revolution reshaping government, science, and national priorities. With nearly an exabyte deployed across the public sector, VAST supports some of the largest and most demanding environments across DOE, VA, HHS, NOAA, and other Federal Civilian agencies. Our platform functions as the operating system for AI—simplifying data infrastructure while driving efficiency, scale, and performance across on‑prem, cloud, and edge environments.

Key Responsibilities

• Develop and execute long‑term account strategies across Federal Civilian agencies, aligned to mission priorities, budget cycles, and modernization initiatives.
• Drive new business and expansion opportunities for VAST’s data platform across AI, HPC, analytics, and enterprise data workloads.
• Build and maintain trusted relationships with senior agency leaders, program executives, IT leadership, and procurement stakeholders.
• Navigate complex federal acquisition environments, including FAR‑based procurements, IDIQs, GWACs, BPAs, and agency‑specific vehicles.
• Partner closely with systems integrators, cloud providers, and federal resellers to scale impact and accelerate adoption.
• Lead executive‑level discussions focused on efficiency, consolidation, AI readiness, and mission outcomes—not point products.
• Accurately manage pipeline, forecasting, and deal execution while maintaining disciplined sales operations.
• Serve as a visible representative of VAST within the federal ecosystem, including at industry events, executive briefings, and customer forums.

Requirements

• Minimum of 8 years of progressive sales experience, with a proven track record of success in B2B sales, preferably within the database industry.
• Excellent evangelism skills with the ability to effectively communicate the value proposition of complex technical solutions.
• Strong understanding of database technologies, storage systems, and data management principles.
• Demonstrated ability to build and maintain relationships with C‑level executives and senior decision‑makers.
• Highly motivated self‑starter with a results‑driven mindset and a passion for exceeding sales targets.
• Exceptional negotiation, presentation, and interpersonal skills.
• Ability to thrive in a fast‑paced, dynamic environment and adapt quickly to changing priorities.
• Proficiency in CRM software (e.g., Salesforce) and other sales productivity tools.
• Willingness to travel as needed.
• TS/SCI clearance preferred.

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