Sales Director

Location: McLean, VA | Type: Full Time | Setup: Hybrid | Experience: 7 to 10+ years | Pay: $185K-$225K base + commission About the Role This is the leadership seat that anchors growth across SLED and large commercial enterprise. It's a true player‑coach role. You'll build and scale a bench of 3 to 5 account executives while personally carrying a book of strategic accounts, and you'll partner with the CFO on deal economics and comp design. The client is a founder‑led cybersecurity and IT infrastructure integrator based in McLean, VA, generating $50M+ a year. They own the full chain rather than reselling, and they're investing to grow SLED and enterprise from a lean base. This is a build‑mode role, not a seat waiting on a full marketing engine and an SDR team to make the number. You'll report directly to the CEO. What You'll Do Drive new business across state and local government, K-12, higher ed, and large commercial enterprise Build and develop the SLED and enterprise AE bench, including sales process, KPIs, forecasting cadence, and comp plans Lead by example with active, hands‑on selling and executive-level engagement Carry a personal book of strategic accounts alongside your team's number Partner with the CFO on deal economics and margin discipline Own accurate forecasting and revenue reporting up to the CEO Lead compliant proposal development and navigate cooperative contracts and state purchasing vehicles like NASPO and state master contracts Qualifications 7 to 10+ years of sales leadership in SLED markets, plus 3 to 5 years leading in commercial enterprise VAR or systems integrator background (required) Proven success selling cybersecurity, infrastructure, or IT modernization Cooperative purchasing fluency (NASPO, state master contracts, education procurement), the SLED equivalent of federal SEWP and GSA fluency Credible in both a CISO conversation and a CIO conversation, unaccompanied Nice to Have Experience selling through cooperative vehicles like DIR and education procurement models Named state and local CIO, CISO, or procurement relationships you can call this week K-12 and higher ed institutional sales experience Why Join Us This is a founder‑led, technically respected integrator with real momentum in SLED and commercial and a leadership team you'll work alongside directly. You'll shape go-to-market at a pivotal stage and own a market position rather than inherit one. Three days a week in office is the target, with flex for time out in front of clients. If you've built from a lean base before, know what good looks like across both cyber and infrastructure, and want to do it again with fewer layers, this is the seat. #J-18808-Ljbffr