Strategic Director, Federal Sales — Intelligence

Windward; Washington, Baltimore (District of Columbia, MD); Hybrid; USD 180,000 - 250,000; Full time

Job summary

Windward seeks a Director of Sales for the Intelligence Community to expand adoption of its maritime intelligence platform across mission centers and programs. You will lead an IC account portfolio, secure executive sponsorship, and translate mission needs into funded deployments.

Responsibilities include building prestigious sponsor networks, managing procurement strategies, and partnering with Solution Engineering to demonstrate value. Travel and security clearances are integral to the role.

Qualifications

• Active TS/SCI clearance.
• Five or more years selling software, data, or analytics into the Intelligence Community with closed opportunities you can discuss at an unclassified level.
• Ownership of full-cycle federal sales, including engagement with acquisition and contracting stakeholders.
• Record of meeting sales targets and expanding strategic accounts.
• Experience securing executive sponsorship and advancing opportunities with senior intelligence leaders.
• Understanding of federal procurement, funding cycles, contract vehicles, and security requirements.

Responsibilities

• Lead an IC account portfolio, including mapping, discovery, procurement strategy, negotiation, close, and expansion.
• Build relationships with senior intelligence executives and program leaders; connect analyst demand with sponsorship and budget authority.
• Develop mission-set fluency with targeters and program teams; collaborate with Solution Engineering to show how Windward meets requirements.
• Identify contract vehicles, funding sources, and teaming arrangements; address security and authorization dependencies in pursuit plans.
• Turn deployments into adoption across additional teams and directorates with Customer Success and delivery teams.
• Develop relationships with primes and cleared partners to support access, procurement, and delivery.
• Maintain forecast integrity using MEDDPICC and CRM; surface risks early with validated requirements and commitments.
• Represent voice of the customer to product and leadership, setting realistic expectations.

Skills

Federal sales

Executive sponsorship

Full-cycle sales

Account management

Negotiation

Strategic partnerships

MEDDPICC

Tools

CRM systems

Job description

Windward seeks a Director of Sales for the Intelligence Community to expand adoption of its maritime intelligence platform across mission centers and programs. You will lead an IC account portfolio, secure executive sponsorship, and translate mission needs into funded deployments.

Responsibilities include building prestigious sponsor networks, managing procurement strategies, and partnering with Solution Engineering to demonstrate value. Travel and security clearances are integral to the role.