Senior Director, Federal Sales

How you will impact the organization…

The Senior Director of Federal Sales is responsible for leading the growth, execution, and long-term development of the company’s U.S. Federal Government business, with primary responsibility for ECFax and other applicable secure cloud communication solutions. Reporting directly to the Vice President of Public Sector, this role will own federal revenue performance, pipeline development, forecasting, account strategy, partner execution, and sales-team leadership across federal civilian, defense, federal health, and Defense Industrial Base markets.

This position requires a hands-on, strategic sales leader who can operate as both a player and a coach. The Senior Director will directly engage in priority pursuits, executive customer relationships, capture planning, partner development, and complex sales cycles while building the structure, processes, and talent needed to scale the federal business. A primary focus will be expanding the company’s existing Department of Veterans Affairs presence, accelerating opportunities within Defense Health, and developing a repeatable channel-first go-to-market model through systems integrators, value-added resellers, distributors, contract holders, and other strategic partners.

The Senior Director will establish a disciplined federal sales operating model built around measurable performance, accurate forecasting, targeted account planning, opportunity qualification, and clear ownership of results. This individual will also serve as the voice of the federal customer internally, working closely with Product, Engineering, Information Security, Compliance, Legal, Marketing, Finance, and Operations to ensure the company’s solutions, contract pathways, pricing, reporting, integrations, security documentation, and customer-support capabilities align with federal market requirements.

The successful candidate will bring deep experience in public sector technology sales, federal defense health, sales leadership, and partner-led growth. This person must be comfortable working in a high-growth environment, navigating ambiguity, solving complex problems, and translating strategic objectives into practical execution. The overarching goal of the role is to build a scalable, sustainable, and high-performing federal sales organization that delivers consistent revenue growth and strengthens the company’s position as a trusted provider of secure, compliant cloud solutions to the U.S. Government.

 

The value you will deliver…

• Develop and execute the U.S. Federal Government sales strategy in alignment with the company’s public sector objectives, with responsibility for revenue growth, bookings, pipeline development, forecasting, and market expansion.
• Own the federal sales operating plan and establish measurable performance expectations across pipeline creation, opportunity progression, forecast accuracy, win rates, partner contribution, renewals, and revenue attainment.
• Lead the expansion of the company’s existing Department of Veterans Affairs business by identifying new enterprise, program, regional, departmental, and partner-led opportunities.
• Develop and advance opportunities across federal civilian, defense, federal health, and Defense Industrial Base markets, with particular emphasis on the Defense Health Agency and other agencies requiring secure, compliant cloud communications.
• Serve as a hands-on sales leader for priority federal opportunities, including account planning, executive engagement, discovery, solution positioning, capture strategy, proposal development, pricing coordination, negotiations, and closing activities.
• Build and manage a qualified federal pipeline by identifying high-value accounts, programs, contract opportunities, funding sources, policy drivers, and customer requirements that align with the company’s solutions.
• Establish and maintain a disciplined opportunity qualification and capture-management process, including competitive analysis, stakeholder mapping, pursuit planning, risk assessment, partner alignment, and executive reviews.
• Build, manage, and expand relationships with systems integrators, value-added resellers, distributors, contract holders, technology partners, and other organizations that can serve as force multipliers within the federal market.
• Develop partner-specific business plans that define target accounts, opportunities, contract pathways, responsibilities, pipeline expectations, and joint sales activities.
• Work with internal teams and external partners to improve access to federal contract vehicles, acquisition pathways, teaming arrangements, subcontracting opportunities, and other procurement mechanisms.
• Recruit, onboard, coach, manage, and develop federal sales professionals as the business grows, while initially operating as a player-coach directly involved in strategic pursuits and customer relationships.
• Establish a scalable federal sales structure, management cadence, territory model, account-assignment process, performance-management framework, and succession plan.
• Maintain executive relationships with federal agency leaders, program officials, contracting personnel, technical stakeholders, mission owners, and partner executives.
• Represent the company in customer meetings, executive briefings, industry events, conferences, webinars, partner forums, and other federal market engagements.
• Serve as the voice of the federal customer to Product, Engineering, Information Security, Compliance, Legal, Marketing, Finance, Operations, and Customer Support teams.
• Translate federal customer and partner requirements into clear, actionable recommendations related to product functionality, APIs, reporting, service-level dashboards, security documentation, administration, training, support, billing, and workflow integration.
• Partner with Product and Technology teams to communicate market needs, competitive gaps, regulatory requirements, and product enhancements necessary to improve the company’s ability to compete and grow within the federal market.
• Collaborate with Legal, Security, and Compliance teams to ensure sales activities, proposals, customer communications, and contractual representations accurately reflect the company’s certifications, authorizations, security controls, and delivery capabilities.
• Maintain a working knowledge of federal procurement, security, and compliance requirements, including the Federal Acquisition Regulation, FedRAMP, FISMA, CMMC, Controlled Unclassified Information, protected health information, and other applicable government requirements.
• Work cross-functionally to ensure federal opportunities can be properly priced, contracted, implemented, supported, billed, renewed, and expanded.
• Collaborate with Marketing to develop federal-specific messaging, campaigns, presentations, case studies, sales materials, webinars, and thought-leadership content.
• Monitor federal budgets, agency priorities, acquisition forecasts, policy developments, modernization initiatives, competitive activity, and industry trends to identify new opportunities and refine market strategy.
• Use CRM, sales-intelligence, market-research, forecasting, analytics, and artificial-intelligence tools to improve pipeline visibility, account planning, opportunity qualification, executive reporting, and sales productivity.
• Maintain accurate and timely account, contact, opportunity, forecast, partner, and activity information in the company’s CRM and other required business systems.
• Prepare and deliver regular business reviews, forecasts, performance reports, account updates, and strategic recommendations to the Vice President of Public Sector and other executive stakeholders.
• Identify barriers to federal growth and recommend investments, resources, process improvements, partnerships, product capabilities, and organizational changes needed to achieve business objectives.
• Perform other duties and responsibilities as required, assigned, or requested. Consensus reserves the right to add or change duties at any time.

 

What you will bring to the table…

• Bachelor’s degree from an accredited college or university.
• An equivalent combination of relevant education, specialized training, and progressively responsible professional experience may be considered in place of the bachelor’s degree requirement.
• 10+ years of progressively responsible experience selling technology, software, cloud, telecommunications, or related solutions within the U.S. public sector, with significant experience supporting federal government customers.
• 8+ years of experience within the federal defense health market, including direct experience supporting or selling to the Defense Health Agency, military health organizations, Department of Veterans Affairs, federal healthcare programs, or the systems integrators and contractors that serve these organizations.
• 8+ years of sales leadership experience, including responsibility for revenue attainment, forecasting, pipeline management, account strategy, employee development, performance management, and executive-level reporting.
• Demonstrated experience leading federal sales teams, business-development personnel, account executives, capture resources, and partner-led pursuits in a complex, matrixed organization.
• Proven record of meeting or exceeding federal revenue, bookings, pipeline, and growth objectives for SaaS, cloud, cybersecurity, healthcare technology, telecommunications, or enterprise technology solutions.
• Experience developing and executing federal go-to-market, territory, account, and capture plans across federal civilian, defense, federal health, and Defense Industrial Base markets.
• Direct experience building and expanding strategic relationships with federal agencies, systems integrators, value-added resellers, distributors, contract holders, and technology partners.
• Experience navigating federal procurement and acquisition processes, including the Federal Acquisition Regulation, requests for information, requests for proposals, task orders, contract vehicles, teaming agreements, subcontracting arrangements, and partner-led transactions.
• Working experience with federal security, compliance, and technology requirements, including FedRAMP, FISMA, CMMC, Controlled Unclassified Information, protected health information, and cloud-security requirements applicable to federal customers.
• Experience selling or supporting FedRAMP-authorized SaaS or cloud-based solutions is strongly preferred.
• Experience developing and managing large, complex federal opportunities involving multiple customer stakeholders, contracting organizations, technical teams, partners, and executive sponsors.
• Experience translating federal customer requirements into actionable recommendations for Product, Engineering, Information Security, Compliance, Legal, Finance, Marketing, and Operations teams.
• Experience recruiting, onboarding, coaching, and developing high-performing federal sales professionals and establishing the processes necessary to scale a federal sales organization.
• Existing professional network within federal health, defense, civilian agencies, the systems-integrator community, federal channel partners, and the broader government technology market is strongly preferred.
• Federal Sales Strategy: Demonstrated ability to develop and execute comprehensive federal go-to-market, account, territory, capture, and partner strategies aligned with revenue and organizational objectives.
• Federal Acquisition Knowledge: Strong working knowledge of the Federal Acquisition Regulation, federal procurement processes, contract vehicles, task orders, requests for information, requests for proposals, teaming agreements, subcontracting structures, and partner-led transactions.
• Federal Market Expertise: Deep understanding of the federal civilian, defense, federal health, and Defense Industrial Base markets, including agency structures, buying behaviors, budget cycles, mission priorities, and procurement pathways.
• Defense Health Expertise: Advanced knowledge of the Defense Health Agency, Military Health System, Department of Veterans Affairs, federal healthcare programs, and the systems integrators and contractors that support these organizations.
• Cloud and SaaS Acumen: Ability to understand, position, and communicate the value of SaaS, cloud communications, cybersecurity, healthcare technology, telecommunications, and enterprise technology solutions.
• Security and Compliance Knowledge: Working knowledge of FedRAMP, FISMA, CMMC, Controlled Unclassified Information, protected health information, NIST requirements, and other federal security and compliance frameworks relevant to cloud-based government solutions.
• Technical Solution Selling: Ability to translate complex technical, security, integration, compliance, and operational capabilities into clear business and mission outcomes for government and partner stakeholders.
• Capture and Opportunity Management: Strong competency in opportunity qualification, stakeholder mapping, competitive analysis, pursuit planning, partner alignment, proposal strategy, pricing coordination, negotiation, and closing complex federal sales.
• Pipeline and Forecast Management: Advanced ability to build, assess, and manage a federal sales pipeline, including opportunity stage discipline, forecast accuracy, risk identification, sales-cycle management, and executive reporting.
• CRM Proficiency: Advanced proficiency with customer relationship management platforms, such as Salesforce, Microsoft Dynamics, HubSpot, or comparable enterprise systems, including account management, opportunity tracking, forecasting, dashboards, and activity reporting.
• Federal Market Intelligence Platforms: Proficiency with federal opportunity, procurement, and market-intelligence platforms such as SAM.gov, GovWin, GovSpend, Bloomberg Government, HigherGov, GovTribe, FPDS, USAspending.gov, or comparable tools.
• Analytics and Reporting: Ability to use sales analytics, business-intelligence, forecasting, and reporting tools to evaluate pipeline health, partner contribution, win rates, sales-cycle performance, account penetration, and revenue trends.
• Artificial Intelligence and Automation: Ability to use artificial intelligence, automation, research, and productivity tools to improve account planning, market analysis, opportunity qualification, proposal development, executive communications, and sales efficiency.
• Partner Ecosystem Management: Demonstrated ability to evaluate partner capabilities and build productive relationships with systems integrators, value-added resellers, distributors, contract holders, technology partners, and federal contractors.
• Product and Customer Advocacy: Ability to translate customer and partner requirements into actionable recommendations for Product, Engineering, Information Security, Compliance, Legal, Marketing, Finance, Operations, and Customer Support teams.
• Executive Communication: Exceptional written, verbal, presentation, and executive-briefing skills, with the ability to communicate effectively with agency leaders, contracting officials, technical personnel, partner executives, and internal leadership.
• Leadership and Talent Development: Strong competency in recruiting, onboarding, coaching, performance management, succession planning, and developing high-performing federal sales professionals.
• Cross-Functional Leadership: Ability to lead through influence across a matrixed organization and coordinate resources from Sales, Marketing, Product, Engineering, Security, Compliance, Legal, Finance, Operations, and Customer Support.
• Strategic Thinking: Ability to evaluate market conditions, identify long-term growth opportunities, prioritize investments, and translate organizational strategy into clear and measurable execution plans.
• Business and Financial Acumen: Strong understanding of revenue, bookings, margin, pricing, pipeline coverage, forecast methodology, investment requirements, and the financial drivers of a scalable federal business.
• Problem-Solving and Decision-Making: Ability to identify barriers, evaluate complex information, manage competing priorities, and make timely, data-informed decisions in an ambiguous and rapidly changing environment.
• Operational Discipline: Strong attention to detail and commitment to maintaining accurate CRM records, forecasts, account plans, partner documentation, business reviews, and internal approval processes.
• Collaboration Platforms: Proficiency with Microsoft 365, Google Workspace, Microsoft Teams, Zoom, Slack, and comparable collaboration tools used to manage remote teams and cross-functional workstreams.
• Adaptability and Entrepreneurial Mindset: Ability to operate effectively in both established corporate environments and high-growth settings that require resourcefulness, personal ownership, and a hands-on approach.

 

You will stand out if you also have…

• Experience supporting enterprise technology deployments within the Department of Veterans Affairs or Defense Health Agency.
• Experience expanding an established federal customer relationship into additional programs, departments, regions, facilities, or enterprise use cases.
• Experience selling solutions involving secure communications, cloud fax, healthcare interoperability, electronic health records, protected health information, controlled unclassified information, or regulated document workflows.
• Experience working in both large, established technology organizations and smaller, high-growth or entrepreneurial environments.
• Experience reporting directly to a vice president, general manager, chief revenue officer, or other senior executive.
• Prior responsibility for building a federal business or sales function from an early stage into a scalable and sustainable organization.

 

Additional details…

• Location requirements: Fully remote within the U.S.
• Travel requirements: Up to 30% travel. 
• Physical requirements: Must be able to sit for long periods, as well as, handle long periods of screen time.
• Technology requirements: Reliable, high speed internet.
• Eligible for sponsorship: No.
• This position is contingent upon satisfactory completion of a more extensive background check through the Federal Government as a Public Trust Position. Requirements include (subject to change), but are not limited to, active U.S. Citizenship or green card holder residing in the U.S. for a minimum of 3 consecutive years and working location is in the U.S.

 

The salary range for this role is $175,000 - $190,000 USD annually. On Target Earnings are between $175,000- $340,000 USD.  The total compensation package for this position is negotiable and may also include annual performance bonus, ESPP, enhanced time off packages and benefits. This job doesn't have an expiration date and will remain open until a qualified candidate is hired.