Sales Director, Data Platform - FSI

VAST Data; Sterling (VA); On-site; USD 180,000 - 250,000; Full time

Job summary

A leading infrastructure software company is seeking a Federal Sales Director focused on the Intelligence Community. The role involves developing strategies for the DoD Intelligence agencies, building relationships with senior executives, and driving new business initiatives in AI and cloud technologies. The ideal candidate has at least 8 years of B2B sales experience, excellent communication skills, and is proficient in CRM tools. This mission-critical position requires TS/SCI or Poly clearance and offers an exciting opportunity in a dynamic environment.

Qualifications

• Minimum of 8 years of progressive sales experience, preferably within the database industry.
• Exceptional negotiation, presentation, and interpersonal skills.
• Ability to thrive in a fast-paced, dynamic environment.

Responsibilities

• Develop and execute multi-year account strategies across DoD Intelligence and Defense Intelligence agencies.
• Drive new business across AI/ML, HPC, cyber, ISR, data consolidation, and classified cloud initiatives.
• Build trusted relationships with mission owners, PEOs, SES/Flag leadership.
• Navigate DoD/IC acquisition pathways (FAR/DFARS, OTAs, IDIQs, GWACs) and complex contract structures.
• Partner with defense-focused SIs, cleared resellers, and classified cloud providers to accelerate adoption.
• Lead executive discussions centered on AI readiness, operational resilience, and mission outcomes.
• Maintain pipeline discipline, forecasting accuracy, and long-cycle deal execution.

Skills

B2B sales experience

Excellent communication skills

Understanding of database technologies

Relationship building with C-level executives

Results-driven mindset

Negotiation skills

Adaptability

Proficiency in CRM software

Tools

Salesforce

Job description

VAST Data is looking to hire a Federal Sales Director (IC) focused on the Intelligence Community!

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 AI, HPC, and data modernization driving national security and defense missions.

With nearly an exabyte deployed across the public sector, VAST delivers secure, scalable, high-performance infrastructure across classified, hybrid, cloud, and edge environments.

We are seeking a Sales Director – Intelligence Community (DoD) to expand VAST’s footprint across the Defense Intelligence Enterprise. This is a senior, mission‑critical role for a proven executive who can shape demand, navigate classified environments, and close complex, multi‑year infrastructure deals.

Key Responsibilities

• Develop and execute multi-year account strategies across DoD Intelligence and Defense Intelligence agencies, aligned to mission priorities and budget cycles (POM, color of money).
• Drive new business across AI/ML, HPC, cyber, ISR, data consolidation, and classified cloud initiatives.
• Build trusted relationships with mission owners, PEOs, SES/Flag leadership, CIO/CTO offices, and acquisition authorities.
• Navigate complex DoD/IC acquisition pathways (FAR/DFARS, OTAs, IDIQs, GWACs) and integrator-led contract structures.
• Partner with defense-focused SIs, cleared resellers, and classified cloud providers to accelerate adoption.
• Lead executive discussions centered on AI readiness, operational resilience, consolidation, and mission outcomes—not point products.
• Maintain rigorous pipeline discipline, forecasting accuracy, and long-cycle deal execution.

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 or Poly clearance required