Director of Federal Sales

About the job

Director of Federal Sales

Digital.ai | Remote US

About Digital.ai

From NASA to USPS all the way to mission critical defense programs supporting the warfighter, agencies count on Digital.ai to deliver secure software faster.

AI is here, and it’s writing code faster than any team can manage on its own. Our platform keeps that software moving and under control across the whole delivery lifecycle, from planning and release to testing and security, including hardening apps against tampering once they’re in the field. More than half the Fortune 100 and over 50 government entities run on Digital.ai, and our Government Cloud is FedRAMP Moderate authorized.

The Role

You’ll own Digital.ai’s largest federal book of business and take it to the next level. This is a senior, quota carrying role. You’ll run our most important agency relationships and grow them across the platform, working direct and through our partners. When the right new opportunities show up across civilian and defense, you’ll go win those too.

What You’ll Do

• Own our top federal accounts and be the senior point of contact for customers, partners and internal teams
• Grow adoption and revenue across the Digital.ai Platform within your accounts
• Find and win new business across civilian and defense agencies
• Work with our resellers, distributors and SIs, and the contract vehicles agencies buy through
• Build account plans around agency budgets, fiscal year timing and acquisition forecasts
• Bring Digital.ai Government Cloud to agencies, working with our Product and Compliance teams
• Run a disciplined federal sales process (MEDDPICC or similar) from capture through procurement, and forecast accurately
• Build relationships with program offices, CIOs, CISOs and contracting officers
• Turn federal mandates like software supply chain security and zero trust into real opportunities

What You Bring

• Typically 14+ years of enterprise software sales, with significant time selling to federal agencies
• A track record of beating quota in federal, especially growing large, complex accounts
• Experience selling direct and through channel partners
• Strong knowledge of federal procurement, contract vehicles and budget cycles
• Experience selling cloud or SaaS into FedRAMP and other security sensitive environments
• Ability to meet federal personnel requirements, which may include U.S. citizenship

Nice to Have

• Background selling DevSecOps, AppSec, testing or agile planning to federal customers
• Existing relationships across civilian and defense agencies and the integrator and reseller community
• Active U.S. security clearance, or the ability to get one

Why This Job

• A large, established federal book with real room to grow.
• A FedRAMP Moderate cloud and a platform that maps directly to what agencies are being asked to do
• Strong partner ecosystem and contract vehicles.
• Remote, with travel to customer sites and DC as needed. Preference given to DC area candidates.

At Digital.ai, we believe in fostering a culture of pay transparency. We are committed to providing our employees with fair and competitive compensation. The current annual base salary for this specific job is estimated to be $175k per annum plus commission and stock. Please note that final compensation will be determined based on factors such as qualifications, experience, and internal equity. Certain positions at Digital.ai might also be eligible for additional compensation in the form of bonuses, commissions or other employee benefits which are separate from the base salary and to be defined at offer stage.

Equal Employment Opportunity

Digital.ai is firmly committed to Equal Employment Opportunity (EEO). We maintain compliance with federal, state, and local laws that prohibit employment discrimination on the basis of age, race, color, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and all other protected classifications. We welcome everyone and believe that diversity is the foundation of innovation. For individuals with disabilities who would like to request an accommodation, please advise us within your job application or cover letter.

Fraud Prevention Alert

Please note that Digital.ai does not use third-party recruiters. In an effort to protect you against possible impersonation, please verify the sender’s email address, and if you are contacted by an unfamiliar or third party requesting personal or financial information on Digital.ai’s behalf, please reach out directly to Digital.ai to confirm.