Sales Director, Data Platform - FSI

Drive Capital; Washington (District of Columbia); On-site; USD 150,000 - 200,000; Full time

Job summary

Drive Capital is looking for a Sales Director for Data Platform to expand in the Intelligence Community. This role demands a proven executive with expertise in B2B sales and database technologies.

The ideal candidate should have a minimum of 8 years of sales experience, a strong understanding of complex technical solutions, and exceptional communication skills. The position involves extensive relationship management with major decision-makers in the Defense Intelligence sector.

Qualifications

• 8+ years of progressive sales experience in B2B, preferably in database.
• Demonstrate expertise in database technologies and data management.
• Exceptional interpersonal and presentation skills are essential.

Responsibilities

• Develop and execute account strategies in the Defense Intelligence sector.
• Drive new business across AI/ML, HPC, and cloud initiatives.
• Build trusted relationships with key decision-makers in the DoD.

Skills

B2B sales experience

Communication skills

Relationship building

Negotiation skills

Technical solution presentation

CRM software proficiency

Adaptability

Tools

Salesforce

Job description

Sales Director, Data Platform - FSI

• Sales
• Washington D.C
• Full-time
• ID: VDT27303

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