Posted on 2 April 2026
$300,000 - $350,000 OTE
Permanent
Washington DC area preferred, Remote
31554
Opportunity description
Job Title:
Federal Sales Director, Aerospace & Defense
A Series B, Cybersecurity company (Continuous Controls Monitoring & Automated) is expanding the team due to a growing demand in the Federal Space. This rep will build out the Aerospace & Defense division.
The company provides AI-powered software that automates Authority to Operate (ATO) processes and compliance workflows for government agencies and defense contractors. These processes currently require thousands of consultant hours and months of manual effort. This solution helps customers accelerate deployment, reduce costs, and strengthen security posture. The platform is FedRAMP High certified and IL5 compliant, meeting the most stringent government security requirements.
You will be responsible for identifying, qualifying, and closing enterprise software deals with government agencies and defense primes. You'll work directly with C-suite stakeholders including CISOs, CIOs, CFOs, and risk and compliance leaders. Success requires understanding government procurement processes, navigating complex multi-stakeholder buying cycles, and building relationships with both direct customers and systems integrator partners.
What you'll do
- Identify and pursue enterprise software opportunities within Aerospace & Defense accounts, focusing on ATO automation, compliance, and cybersecurity solutions
- Develop and present business cases and proposals to government and defense customers, demonstrating how the solution improves security, accelerates time-to-market, and reduces operational costs
- Conduct discovery and needs analysis with C-level stakeholders (CISO, CIO, CFO, risk and compliance leaders) to understand procurement requirements, budget cycles, and decision-making processes
- Navigate complex government and defense procurement processes, including direct sales to customers, partnerships with systems integrators (SIs), and prime contractor relationships
- Build and maintain an accurate pipeline of large deals, with forecasting aligned to fiscal year planning
- Collaborate with Solutions Engineers and customer success teams to ensure smooth deal progression, customer satisfaction, and successful implementation
- Travel to customer sites across multiple regions to build relationships and close deals
- Maintain knowledge of government budget cycles, procurement timelines, and competitive landscape in the federal cybersecurity market
Who you are
- 5+ years of enterprise software sales experience with a demonstrated track record of closing deals in the $5-$10 million range
- Proven success selling to Department of Defense, federal government, or Aerospace & Defense customers
- Deep understanding of government and defense procurement cycles, budget timelines, and buying processes
- Experience navigating complex sales involving multiple stakeholders, compliance requirements, and extended sales cycles (12-24 months)
- Ability to engage confidently with C-level executives and translate technical capabilities into business value
- Comfort with frequent travel to customer sites across multiple regions
- Commission-driven mentality with hunger to build significant revenue in a growing market
- Understanding of government compliance frameworks (ATO, CMMC, FedRAMP) is a plus but not required; the solution and sales process are learnable
The company provides AI-powered software that automates Authority to Operate (ATO) processes and compliance workflows for government agencies and defense contractors. These processes currently require thousands of consultant hours and months of manual effort. This solution helps customers accelerate deployment, reduce costs, and strengthen security posture. The platform is FedRAMP High certified and IL5 compliant, meeting the most stringent government security requirements.
You will be responsible for identifying, qualifying, and closing enterprise software deals with government agencies and defense primes. You'll work directly with C-suite stakeholders including CISOs, CIOs, CFOs, and risk and compliance leaders. Success requires understanding government procurement processes, navigating complex multi-stakeholder buying cycles, and building relationships with both direct customers and systems integrator partners.
What you'll do
- Identify and pursue enterprise software opportunities within Aerospace & Defense accounts, focusing on ATO automation, compliance, and cybersecurity solutions
- Develop and present business cases and proposals to government and defense customers, demonstrating how the solution improves security, accelerates time-to-market, and reduces operational costs
- Conduct discovery and needs analysis with C-level stakeholders (CISO, CIO, CFO, risk and compliance leaders) to understand procurement requirements, budget cycles, and decision-making processes
- Navigate complex government and defense procurement processes, including direct sales to customers, partnerships with systems integrators (SIs), and prime contractor relationships
- Build and maintain an accurate pipeline of large deals, with forecasting aligned to fiscal year planning
- Collaborate with Solutions Engineers and customer success teams to ensure smooth deal progression, customer satisfaction, and successful implementation
- Travel to customer sites across multiple regions to build relationships and close deals
- Maintain knowledge of government budget cycles, procurement timelines, and competitive landscape in the federal cybersecurity market
Who you are
- 5+ years of enterprise software sales experience with a demonstrated track record of closing deals in the $5-$10 million range
- Proven success selling to Department of Defense, federal government, or Aerospace & Defense customers
- Deep understanding of government and defense procurement cycles, budget timelines, and buying processes
- Experience navigating complex sales involving multiple stakeholders, compliance requirements, and extended sales cycles (12-24 months)
- Ability to engage confidently with C-level executives and translate technical capabilities into business value
- Comfort with frequent travel to customer sites across multiple regions
- Commission-driven mentality with hunger to build significant revenue in a growing market
- Understanding of government compliance frameworks (ATO, CMMC, FedRAMP) is a plus but not required; the solution and sales process are learnable
