Sales Director (US Federal)

Federal Sales Leader

Swimlane is currently in the final stages of achieving FedRAMP High authorization. Swimlane already supports over 15 federal customers today and is looking to leverage this FedRAMP High certification to accelerate further adoption across this strategic market. As we enter the federal market at scale, we are building out our dedicated Federal team to capitalize on this milestone and drive growth across civilian and defense agencies.

We are seeking a highly motivated Federal sales leader to build and scale Swimlane's presence across U.S. Federal agencies. This is a true build role — responsible for creating a pipeline, establishing agency relationships, and driving initial lighthouse wins as we enter the federal market.

What you'll do

You will be responsible for exceeding quarterly and annual revenue goals within a defined U.S. Federal territory, driving new logo acquisition and expansion. This role supports mission-critical federal environments and aligns Swimlane solutions to agency cybersecurity mandates, including Zero Trust and operational resilience.

You will own the full federal sales cycle — from pipeline creation through close — including navigating complex procurement pathways, aligning solutions to agency mission priorities, and driving momentum through ATO, security, and compliance review processes to accelerate time to award.

• Build and execute a strategic territory plan across civilian and/or DoD agencies
• Develop and close opportunities for Swimlane's Agentic AI SOC platform
• Drive competitive displacement of legacy SOAR and adjacent security platforms
• Leverage relationships with CISOs, SOC leaders, and program owners
• Navigate federal procurement pathways (GWACs, IDIQs, partners, and marketplace motions)
• Partner closely with SEs, marketing, and channel partners (federal primes, GSIs, hyperscalers), leveraging our established partner ecosystem to drive federal sales
• Drive land-and-expand motions to increase platform adoption and usage
• Represent Swimlane at key federal and industry events

Qualifications

• 10+ years of successful experience in sales of information security services and products; 5+ years specifically focused on U.S. Federal civilian, DoD, or IC sectors
• Proven track record of exceeding quota and closing complex federal deals
• Demonstrated ability to build pipeline in both funded and unfunded federal environments
• Deep understanding of the FedRAMP authorization process and ATO lifecycle
• Experience selling in both pre- and post-FedRAMP environments
• Established relationships with CISOs, SOC leaders, and program stakeholders across key federal agencies
• Proven experience navigating federal procurement vehicles and working with contracting officers to secure funding
• Strong experience working with federal system integrators, primes, and channel partners
• Strong hunter mentality with the ability to drive competitive displacement
• Experience managing marketing- and channel-driven demand
• Excellent negotiation, presentation, and communication skills
• Capability to present technical information to a variety of audiences
• Demonstrated ability and commitment to forecast and manage sales pipeline using Salesforce.com
• Ability to manage multiple high-priority tasks in a fast-paced, geographically dispersed organization
• Up to 50% travel required
• While an active security clearance is not required, the candidate must be eligible to obtain a Public Trust or higher clearance based on agency requirements

Bonus Skills:

• In-depth understanding of multiple security domains and how they operate within federal environments
• Experience selling SIEM, SOAR, or adjacent security operations technologies
• Understanding of integrating disparate IT platforms to orchestrate security workflows across complex infrastructures

This is a remote position, and the preferred location of our ideal candidate is the DC metro area. Candidates must be current United States residents at the time of application in order to be considered.

The Perks of Being a Swimlaner:

• Competitive Benefits & Compensation
• Stock Options
• Training & Professional Development Opportunities
• MacBook Pro
• Great Company Culture
• We value collaboration and innovation
• Give-back Volunteering Opportunities

Here at Swimlane, our core focus is to Automate the World of Security and we strive to represent our five core values in everything we do:

• Punch above your weight class - We make the most of our circumstances and constantly surprise and impress with our ability to deliver.
• Be a happy innovator - The hard problems are the fun problems to solve, we're excited to take on difficult challenges and find creative solutions.
• Always be leveling up - We are continuously improving, embracing change, and consuming information to better ourselves and each other.
• Move at the speed of WOW - We work with an extreme sense of urgency, but we never compromise quality.
• Have honesty and integrity in 'all the things' - We make decisions with the best of intentions, doing what is right for as many stakeholders as possible.

What's the best thing about working at Swimlane? If you ask the team, they'll tell you it's the people. Swimlaners are innovative, collaborative and driven by the purpose of revolutionizing the way security teams automate and respond to alerts. Headquartered in beautiful Denver, Colorado, Swimlane's staff spans 28 states and 23 countries!

The estimated on-target earnings for this position is $300,000 per year. This role features a highly competitive and aggressive compensation plan designed to reward top performance, with significant upside for high achievers via variable compensation. Final compensation within the range will be determined based on the candidate's skills, experience, and location, among other factors.