Sr Director, Federal Sales

Job Description

Job Description

Sparks Group has partnered with an innovative technology organization supporting the U.S. Federal Government to identify a Senior Director, U.S. Federal Sales. This is a high-impact leadership opportunity for an accomplished Federal sales executive who excels in both leading high-performing teams and personally driving strategic business development efforts. This is a true player-coach role, responsible for developing and mentoring a team of Federal sales professionals while maintaining ownership of a personal sales quota and closing complex opportunities. The ideal candidate has a proven track record selling technology, data, analytics, or mission-focused solutions into Federal agencies and possesses strong executive-level relationships across the Defense, Intelligence, and National Security communities. Position is hybrid 3 days on site, 2 remote. OTE expectation (base + commission) $240,000 - $310,000 variable structure 60/40.

Responsibilities :

• Lead, coach, and develop a team of Federal sales professionals to achieve revenue growth and business objectives.
• Maintain ownership of a personal sales quota by identifying, pursuing, and closing strategic Federal opportunities.
• Develop and execute Federal sales strategies aligned with organizational growth objectives.
• Build and maintain a robust pipeline of qualified opportunities while ensuring accurate forecasting and pipeline visibility.
• Drive sales discipline, accountability, and best practices across the team.
• Mentor sales professionals through opportunity strategy, customer engagement, and professional development.
• Establish and enforce qualification standards throughout the sales process.
• Develop executive-level relationships with key stakeholders across Federal agencies, prime contractors, and partner organizations.
• Partner with executive leadership to support strategic pursuits and long-term growth initiatives.
• Collaborate with engineering, product, finance, contracts, and program teams to align customer requirements with organizational capabilities.
• Represent the organization during executive briefings, customer meetings, industry conferences, and strategic planning sessions.
• Support recruiting efforts and help scale the Federal sales organization as the business continues to grow.

Qualifications/Background Profile :

• Bachelor's degree or equivalent combination of education and experience.
• 8+ years of Federal sales experience with a demonstrated history of personally owning and closing complex technology opportunities.
• Proven leadership experience managing, mentoring, and developing successful Federal sales teams.
• Active TS/SCI security clearance required.
• Strong understanding of the Federal acquisition process and government contracting vehicles, including IDIQs, OTAs, GSA Schedules, SEWP, and related procurement methods.
• Demonstrated success selling technology, SaaS, data analytics, geospatial, intelligence, aerospace, defense, RF, SIGINT, GEOINT, or mission-focused solutions to Federal customers.
• Experience maintaining personal sales quotas while leading a sales organization.
• Strong executive presence with outstanding communication, negotiation, and relationship management skills.
• Ability to thrive in a fast-paced, high-growth environment with significant autonomy.
• Experience partnering with cross-functional teams to develop customer solutions and drive successful outcomes.