Director, Sales -- Intelligence Community

Job Description

Location: Washington, DC metro; hybrid with regular work at customer sites and in secure facilities

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Clearance: Active TS/SCI required; CI or full-scope polygraph strongly preferred

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Reports to: VP, Federal Sales

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Travel: Approximately 30%, primarily within the National Capital Region and to customer sites

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Why this role exists

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Maritime activity connects some of the Intelligence Community’s most complex challenges: great-power competition, sanctions evasion, narcotics trafficking, and illicit proliferation networks. Understanding that activity requires connecting fragmented data, detecting deceptive behavior, and identifying relationships that are difficult to see at scale.

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Windward’s AI-powered maritime intelligence platform helps analysts address these challenges. With existing adoption across U.S. government organizations, including Intelligence Community customers, we have a foundation for broader growth.

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We are looking for a Director of Sales who can expand that foundation across mission centers, directorates, and programs—turning demonstrated analytical value into funded, enduring adoption.

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What you’ll own

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• A named IC account portfolio. Lead account mapping, mission discovery, champion development, technical validation, procurement strategy, negotiation, close, and expansion.
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• Executive access and sponsorship. Build relationships with senior intelligence executives, directorate and mission-center leaders, technology leaders, and program executives. Connect analyst demand with senior sponsorship and budget authority.
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• Mission-set fluency. Work with targeters, all-source analysts, collection managers, and program teams to understand workflow gaps. Partner with Solution Engineering to demonstrate how Windward supports their requirements.
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• The procurement path. Identify viable contract vehicles, funding sources, acquisition strategies, and teaming arrangements. Incorporate security, integration, and authorization dependencies into the pursuit plan.
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• Account expansion. Turn a successful deployment into adoption across additional teams, directorates, and mission sets. Partner with Customer Success and delivery teams to establish evidence of value.
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• A productive teaming network. Develop relationships with primes, systems integrators, and cleared partners that support access, procurement, and delivery.
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• Forecast integrity. Apply MEDDPICC, maintain accurate CRM records, and surface risks early. Build forecasts grounded in validated requirements, funding, decision processes, and customer commitments.
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• Voice of the customer. Bring actionable mission requirements and market insight to product and leadership teams while setting realistic customer expectations.
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Voice of the customer. Bring actionable mission requirements and market insight to product and leadership teams while setting realistic customer experience.

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What we’re looking for

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Required

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• Active TS/SCI clearance.
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• Five or more years selling software, data, or analytics into the Intelligence Community, with closed opportunities you can discuss at an unclassified level.
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• Demonstrated ownership of full-cycle federal sales, including engagement with acquisition and contracting stakeholders.
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• A record of meeting sales targets and expanding strategic accounts.
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• Experience securing executive sponsorship and advancing opportunities with senior intelligence leaders.
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• Understanding of federal procurement, funding cycles, contract vehicles, and the security and authorization requirements that influence deployment.
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• Ability to discuss data fusion, analytical outputs, false positives, and integration requirements with technical customers.
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• Experience growing an initial foothold into adoption across multiple teams or directorates.
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Preferred

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• CI or full-scope polygraph.
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• Prior intelligence experience in maritime analysis, targeting, GEOINT, MASINT, collection management, or all-source analysis.
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• Experience as a government user of commercial data or analytics.
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• Relationships with IC-focused primes, systems integrators, and cleared partners.
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• Familiarity with customer requirements concerning corporate ownership, facility clearances, supply-chain provenance, and data handling.
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• Practical use of MEDDPICC or an equivalent qualification methodology.
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What success looks like

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You deepen customer relationships, establish senior sponsorship, and develop qualified opportunities across your account portfolio. You convert mission needs into funded deployments and build a repeatable path to broader adoption.

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Why Windward

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• Substantive intelligence challenges. Help customers understand deceptive maritime activity and complex global networks.
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• An established starting point. Build on existing government and IC adoption.
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• Direct customer influence. Bring mission insight into product development and go-to-market decisions.
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• Opportunity to shape the business. Play a central role in expanding Windward’s Intelligence Community presence.
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Windward is an equal opportunity employer. All qualified applicants will receive consideration without regard to any characteristic protected by law.