Director, Federal Sales

Job Title: Director, Federal Sales Department: Sales Reports to: Chief Revenue Officer Office: Columbia, MD Work Location: Remote (Must reside in Eastern or Central time zones)Owl Cyber Defense is a leader and trusted partner in cyber security. We deliver solutions that protect and connect the world’s most critical networks. Owl’s product lines of cross domain, data diode, and portable media solutions provide the strongest available security checkpoints for threat prevention and secure data availability. Our in-depth expertise in security engineering at the operating system level enables us to help government and commercial customers meet ever-evolving cyber security threats.Job SummaryOwl is hiring a Director of Federal Sales covering CONUS and OCONUS opportunities in the Federal marketplace to include DoW, Civilian Agencies, Intelligence Community and International Defense. In this role, you will be responsible for developing and managing a team across strategic accounts in both existing and new customer segments. Owl is in a position of growth and this role is a leadership opportunity for someone eager to grow accounts, break into new customer’s, lead a team, and grow the Federal Sales organization.Essential Duties And ResponsibilitiesTeam Leadership & DevelopmentBuild and Scale High-Performing Teams: Recruit, coach, and retain a world-class sales organization across US Federal and International Defense verticals, fostering a culture of extreme accountability and ownership.Cultivate "Territory CEOs": Mentor and develop sales professionals to operate as independent business owners of their respective segments, driving individual strategic planning and complete ownership of their numbers.Performance Architecture: Implement a structured cadence for talent evaluation, skill development, and rigorous performance management to continuously raise team competency and drive execution.Strategic Market ExecutionVertical-Based Segment Planning: Design and execute focused, vertical-centric territory plans designed to uncover, nurture, and capture long-term program opportunities across the defense landscape.Defend and Expand Market Share: Identify and penetrate key accounts and programs where the organization holds a competitive advantage, ensuring long-term sustainability and market leadership.Customer Intimacy: Drive a sales culture that focuses on outcomes and the customer’s mission, delivers deep sector insights, and shapes requirements early in the procurement lifecycle.Cross-Functional AlignmentStrategic Alliance and Program Capture: Partner closely with the Business Development and Capture teams to identify, position for, and secure long-term defense programs and technology alliances.Go-To-Market Integration: Collaborate with Product Marketing and Marketing leadership to equip the field with targeted, vertical-specific messaging and tools that resonate with customers.Operational Synchronization: Engage continuously with Pre-Sales Engineering, Sales Operations, and fulfillment teams to ensure technical alignment, accurate forecasting, and seamless delivery on won contracts.Operational DisciplineVirtual Resource Orchestration: Align and maximize virtual teams and cross-functional resources to optimize coverage, speed up deal velocity, and maximize revenue within the assigned segments.Rigorous Operating Cadence: Maintain a strict rhythm of weekly pipeline inspections, predictability modeling, and comprehensive Quarterly Business Reviews (QBRs) to ensure consistent execution.Data-Driven Forecast Accuracy: Take absolute ownership of the segment's revenue targets, leveraging data and clean CRM hygiene to provide predictable, accurate forecasting to executive leadership.Requirements/Qualifications EducationBachelor’s or Master's degree preferably in a technical or business-related field.Experience10 years of sales and managerial experience in the Federal MarketplacePrevious experience working within the CDS marketplaceKnowledge, Skills & AbilitiesKnowledge and experience of cyber and network-based solutionsSuccessful experience of building relationships within target accountsKnowledge of the industry and designated region/marketProven experience developing and managing Fed Channel & Fed System IntegratorsAdditional Competencies/RequirementsSelf-starter with the desire and motivation to progressAn excellent communicator, ability to interact at senior levels internally and with external organizationsAbout Owl Cyber Defense Solutions, LLCOwl Cyber Defense Solutions, LLC is a fast-growing cybersecurity solutions company, holding a firm leadership position in network security and secure information transfer. It is a privately-owned US company with offices in Columbia, MD, Danbury, CT and Morrisville, NC. For more information, see http://www.owlcyberdefense.com.Owl Cyber Defense is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive equal consideration for employment.