Director, Federal Sales & Business Development

Location: This role is primarily remote; however, candidates must be based in the Hampton Roads, Richmond, or Washington, DC metro area, with the ability to travel to client sites as required.

We’re partnering with a growing federal IT and telecommunications contractor to hire a Director of Federal Sales & Business Development to lead revenue strategy and sales operations across the organization. This senior leadership role oversees all revenue-generating teams, including sales, presales, marketing, and program support, with a focus on delivering integrated technology solutions to federal clients.

The Director will play a central role in driving strategic growth, leading federal capture efforts, and developing partnerships with OEMs, government agencies, and prime contractors. This position reports directly to the executive team and is a key voice in shaping company-wide sales goals and customer strategy.

Key Responsibilities

  • Lead and mentor a cross-functional sales organization, including inside/outside reps, marketing staff, and technical pre-sales staff

  • Develop and execute a growth strategy aligned with company goals and federal customer needs

  • Drive opportunity identification, capture planning, and proposal efforts for strategic contracts

  • Build and manage strategic relationships with government agencies, prime partners, and key vendors

  • Monitor and report on sales pipeline health, team performance, and forecasting

  • Support the development and execution of marketing campaigns and outreach initiatives

Requirements

  • Bachelor’s degree preferred

  • 5+ years of sales leadership experience in the federal technology and professional services sector

  • Proven ability to manage teams and lead complex federal sales pursuits from identification through award

  • Experience with integrated communications systems or IT solutions

  • Strong understanding of government procurement processes and federal capture strategy

  • Experience building and managing relationships with government clients, prime contractors, and technology vendors

  • Familiarity with CRM platforms and sales reporting tools

  • Excellent communication, strategic planning, and negotiation skills

Why Join?

This is a high-impact role with a company that values initiative, collaboration, and long-term customer relationships. You’ll have a seat at the table to shape strategic direction and lead initiatives that directly contribute to growth in the federal market.