Director of Federal Sales

About the Company

Base Operations is a high-growth threat intelligence platform that decodes the world’s threat landscape into actionable security insights to protect people, assets, and operations around the world. Trusted by Fortune 500 companies and the U.S. Department of Defense, Base Operations empowers security teams to better assess threats and manage risk using granular, street-level intelligence.

Responsibilities

• Build and maintain a robust pipeline of federal opportunities across DoD, IC, and DHS
• Assess and prioritize entry points including DIU, DEFENSEWERX, and HSWERX
• Shape opportunities early by engaging program offices and acquisition teams
• Lead capture efforts, competitive positioning, and teaming strategies
• Coordinate proposal development with outsourced writers and internal experts
• Navigate federal acquisition processes and contracting vehicles (SBIR/STTR, OTA, IDIQ, sole-source)
• Cultivate long-term relationships with senior decision-makers at the Pentagon and on Capitol Hill
• Represent Base Operations at federal industry days and conferences

Requirements

• At least five years of success selling software or technical products into U.S. federal agencies
• Demonstrated ability to win complex, multi-stakeholder federal deals
• Strong grasp of federal acquisition and procurement processes
• Knowledge of federal security and compliance frameworks (CMMC, FedRAMP, ATO)
• Experience executing go-to-market strategies involving channel partners and resellers
• Proven capability to engage with innovation and prototyping pathways
• Exceptional communication and relationship-building skills
• U.S. citizenship

Preferred Qualifications

• Experience building a federal go-to-market strategy or sales function from scratch
• Experience in a high-growth or dual-use technology company
• Previous professional experience within the DoD, IC, or DHS; veteran status preferred
• MBA or other advanced degree
• Active or recent federal security clearance