District Partners is supporting a confidential search on behalf of a PE-backed, high-growth software company delivering secure, scalable digital solutions to U.S. government customers. The platform supports high-visibility, public-facing initiatives within regulated federal environments.

Territory Focus

Exclusively focused on the Department of Defense and Department of the Navy (DOD/DOW). Candidates must bring direct, verifiable experience selling into this environment, including knowledge of acquisition structures, program offices, and mission priorities.

Position Overview

This is a net-new federal sales role with full ownership of the DOD/DOW territory. There is no existing pipeline. The role is responsible for driving new business from initial outreach through contract award, engaging program, policy, and operational stakeholders rather than centralized IT.

Responsibilities

• Drive net-new federal revenue within DOD and DOW from prospecting through contract award
• Identify and develop mission-aligned opportunities across defense agencies, services, and commands
• Engage program, policy, and operational stakeholders within DOD/DOW program offices
• Lead consultative sales cycles with senior defense decision-makers
• Navigate and manage complex, long-cycle federal procurement processes end-to-end
• Build and maintain strategic relationships across the DOD/DOW ecosystem

Required Experience

• 10+ years of federal sales experience, with the majority focused specifically on DOD and/or DOW
• Proven track record of winning net-new business within defense agencies, services, and commands
• Deep understanding of defense acquisition structures, funding mechanisms, and program office dynamics
• Experience selling into program-led or mission-driven buying environments (not centralized IT)
• Background selling software or technology solutions within regulated federal environments
• Strong executive presence and ability to lead complex, consultative sales engagements

Profile Fit

• Must have a minimum of 10 years of direct DOD/DOW-focused experience (non-negotiable)
• Ability to speak credibly to defense mission priorities, service/command structures, and acquisition processes
• Candidates with primarily civilian agency, cyber-only, or infrastructure-led experience will not be considered

Compensation and Logistics

• OTE: $300K+
• Compensation tied to net-new federal revenue performance
• Location: DMV or Mid-Atlantic preferred; strong DOD/DOW sellers in other regions considered
• Travel: 25–40% (primarily to DMV for client engagement)