Director of Federal Sales

Reporting to the SVP of Public Sector, the Director of Federal Sales must have the ability to develop and implement an effective go-to-market plan aligned with Smoothstack’s overall strategy, act as Smoothstack’s spokesperson in their dedicated Federal region, and be the sponsor for key customer and partner relationships. The successful candidate will be able to build relationships with federal clients and large systems integrators to increase Smoothstack’s workshare to service its federal projects.

What you’ll be doing

• Cultivate and maintain relationships with key senior-level contacts within the Smoothstack partner ecosystem, including Independent Software Vendors (ISVs), resellers, and Government System Integrators (GSIs)
• Develop and implement a targeted strategy focused on federal agencies to surpass annual revenue targets and drive long-term growth in the federal sector.
• Take ownership of consistently achieving and exceeding sales targets, aligning with Smoothstack's federal sales objectives for sustainable growth.
• Analyze federal market data and trends to capitalize on existing successes and identify opportunities for new sales growth.
• Establish and manage key performance metrics such as pipeline coverage and Average Selling Price (ASP) within the federal sales domain.
• Strategically develop, design, and execute a comprehensive Federal business plan to generate predictable and consistent short-term results while maintaining a strategic view of long-term outcomes.
• Uncover valuable insights into federal customer needs, craft compelling value propositions, and devise effective sales and marketing strategies to maximize growth potential within the federal sector.
• Drive the federal pipeline generation strategy, collaborating closely with internal stakeholders to execute against established objectives.

What We Are Looking For:

• Demonstrated success in independently achieving results within the Federal sales domain, without much managerial oversight.
• Deep understanding of SaaS/Cloud Go-To-Market strategies tailored specifically to the Federal landscape, spanning Civilian agencies, Department of Defense (DoD), and Financial Services Institutions (FSI).
• Proven ability to adapt and thrive in fast-growing and dynamic environments, autonomously scaling efforts to meet evolving demands within the federal sector.
• Track record of effectively influencing key stakeholders both externally within federal agencies and internally within Smoothstack, driving alignment towards common objectives without formal leadership authority.
• Ability to orchestrate and align decision-makers across diverse federal entities, fostering collaboration and driving consensus towards shared goals.