Enterprise Sales Account Director (DHS/DOJ)

Quick Facts

• Role: Enterprise Sales Account Director (DHS/DOJ)

• Focus: Enterprise account leadership and mission-focused digital transformation solution selling for federal agencies

Description

Lead enterprise account strategy and mission-focused solution selling for the Department of Homeland Security and Department of Justice. Develop comprehensive business plans, grow revenue through strategic expansion and new solution adoption, and manage complex federal contract negotiations. Ensure solutions meet federal security and compliance requirements, including FedRAMP and FISMA.

Responsibilities

• Develop and complete business plans aligned to agency mission priorities

• Build and maintain executive relationships with SES leaders, CIOs, and program directors

• Drive revenue growth via account expansion and new solution adoption

• Translate complex technical capabilities into clear business value propositions

• Conduct ROI analysis to demonstrate operational efficiency and improved inter-agency coordination

• Lead cross-functional teams (presales engineers, solution consultants, partner managers) to deliver proposals

• Negotiate multi-million dollar contracts within federal procurement and security regulations

• Maintain accurate pipeline forecasting and provide strategic insights to senior leadership

• Navigate federal acquisition processes and contract vehicles (e.g., GSA schedules, SEWP, agency-specific vehicles)

• Ensure security and compliance with FedRAMP, FISMA, and agency-specific ATO requirements

• Collaborate with security/compliance teams to support law enforcement data handling requirements

• Stay current on federal cybersecurity frameworks and emerging threats

Requirements

• Bachelor’s degree required (MBA preferred)

• 7+ years of enterprise software sales experience within federal agencies

• Proven track record selling to DHS/DOJ agencies

• Active federal security clearance (Secret minimum; Top Secret/SCI strongly preferred)

• U.S. citizenship required and ability to pass comprehensive background investigations

• Consultative sales experience (Challenger, Value Selling, SPIN, etc.)

• Cloud/SaaS experience in federal environments

• Knowledge of federal IT modernization and digital transformation initiatives

• Knowledge of federal procurement processes and contract vehicles

• Executive presence; ability to influence without authority

• Strong written and verbal communication skills, including presentations

• Experience managing cross-functional teams and complex stakeholder relationships

• Cultural competency working within federal law enforcement communities

Benefits

• Comprehensive benefits programs