Senior Director, U.S. Federal Sales

Francisco Partners; Washington (District of Columbia); Hybrid; USD 160,000 - 200,000; Full time

Benefits offered by this job

Generous Time Off Policy

Education Assistance Program

Employee Stock Purchase Program

Job summary

Francisco Partners seeks a Senior Director for U.S. Federal Sales to lead and grow business across defense and intelligence markets. In this player-coach role, you will manage a team, drive revenue growth, and engage directly with customers to foster relationships.

The ideal candidate brings over 8 years of federal sales experience and strong leadership skills, capable of executing growth strategies and managing a diverse team effectively.

Qualifications

• 8+ years in federal sales with a successful track record.
• Active TS/SCI clearance required.
• Experience with federal acquisition processes.

Responsibilities

• Drive U.S. Federal new business revenue performance.
• Lead a team of federal sales professionals.
• Develop and execute federal growth strategies.

Skills

Federal sales experience

Relationship-building skills

Strong communication skills

Leadership and coaching

Job description

Senior Director, U.S. Federal Sales to lead and grow Spire's federal business across defense, intelligence, homeland security, and federal contractor markets.

This is a player-coach leadership role responsible for driving new business growth while leading and developing a team of federal sales professionals. You will own a personal quota, manage strategic customer relationships, and provide leadership across Spire's federal go-to-market activities.

Reporting directly to the Chief Commercial Officer, you will be accountable for federal revenue growth, pipeline development, team performance, and execution across Spire's portfolio of federal solutions, including RF Geolocation (RFGL), aviation data, weather and climate intelligence, and space services.

This role is ideal for an experienced federal sales leader with a track record of personally closing complex opportunities and successfully developing high-performing teams in defense, intelligence, and national security markets.

Scope of Responsibility

• Own and drive U.S. Federal new business revenue performance across Spire's portfolio of solutions, including RFGL, aviation data, weather intelligence, climate solutions, and space services.
• Maintain a personal quota focused on strategic RFGL, intelligence, or space services opportunities.
• Develop and execute federal growth strategies aligned to market priorities and customer mission needs.
• Build and maintain a healthy pipeline of qualified opportunities across the federal organization.
• Deliver accurate forecasting and executive visibility into pipeline, bookings, and revenue performance.

Team Leadership & Development

• Lead, coach, and develop a team of federal sales professionals across multiple territories and solution areas.
• Establish a culture of accountability, customer focus, collaboration, and execution.
• Support territory planning, pipeline development, opportunity strategy, and customer engagement activities.
• Develop talent through coaching, mentoring, joint customer engagement, and structured career development.
• Partner with recruiting and leadership teams to help scale Spire's federal sales organization over time.

Strategic Go-to-Market Leadership

• Partner closely with executive leadership on strategic pursuits, customer engagement, and growth planning.
• Collaborate with product, engineering, mission solutions, and space services teams to align customer requirements with Spire capabilities.
• Support large-scale federal opportunities requiring executive engagement and cross-functional coordination.
• Represent the federal business in executive reviews, forecasting discussions, planning activities, and customer-facing engagements.
• Serve as a key voice in shaping Spire's federal market strategy and long‑term growth priorities.

Qualifications

Required

• Active TS/SCI clearance in good standing at the time of application.
• 8+ years of federal sales experience with a demonstrated history of personally owning and closing complex opportunities.
• Proven track record selling data, analytics, intelligence, geospatial, RF, SIGINT, GEOINT, commercial space, or related technology solutions into federal markets.
• Experience leading, mentoring, or developing sales professionals.
• Deep familiarity with federal acquisition processes and contracting vehicles, including IDIQs, OTAs, GSA Schedule, SEWP, and related procurement pathways.
• Strong executive communication, customer engagement, and relationship-building skills.
• Ability to operate effectively within a dynamic, high-growth environment.

Preferred

• Military, Intelligence Community, or national security background.
• Existing relationships across defense, intelligence, homeland security, or federal contractor organizations.
• Experience selling commercial space data, RF intelligence, geospatial intelligence, or multi-INT solutions.
• Experience working with systems integrators and positioning commercial capabilities within larger program pursuits.
• Experience partnering with technical, engineering, or mission-focused teams to support complex customer requirements.

Who Tends to Succeed in This Role

Successful candidates combine strong personal sales performance with a passion for coaching and developing others. They are comfortable operating strategically and tactically, leading teams while maintaining direct customer engagement and ownership of key opportunities.

They thrive in high-growth environments, build credibility quickly with mission stakeholders, and bring a disciplined approach to pipeline management, forecasting, and execution.

Logistics

• Location: Tysons Corner, Virginia, with flexibility for customer-facing travel.
• Travel: As required for agency meetings, classified site visits, executive customer engagements, industry events, partner activities, and national defense conferences.
• Clearance: Active TS/SCI clearance required at the time of application and throughout employment.
• Spire operates a hybrid work model, and this position will require you to work a minimum of three days per week in the office.
• Access to US export-controlled software and/or technology may be required for this role. If needed, Spire will arrange the necessary licenses—this is not something candidates need to have before applying.

Benefits

• Name Your Satellite Program (NYSP)
• Launch Attendance
• Generous Time Off Policy
• Education Assistance Program
• Employee Assistance Program (EAP)
• Employee Stock Purchase Program (ESPP)
• Family Leave
• Fitness Reimbursement
• Employee Referral Program
• Healthy snacks & beverages in every office

We are proud to be an equal opportunity employer and are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or veteran status.