Director, Federal Accounts

About Us:

Image Trend, LLC. is dedicated to connecting life’s most important data in the healthcare and emergency response community. We deliver software solutions, data analytics and services for EMS, hospitals, community paramedicine (CP), critical care, fire, and preparedness to enable fully integrated patient-centric healthcare and public safety. Our commitment to innovation, its clients, and providing world-class implementation and support is unsurpassed. Based in Eagan, MN, Image Trend combines business analysis, creative design and data driven architecture to offer scalable solutions and strategies for today and the future.

Employment at Image Trend is not just about doing a job; it’s about being a part of a community. We are top-notch talent, passionate about making a difference through the work we do together!

Description:

Under the direction of the CRO, the Director, Federal Accounts is responsible for leading Image Trend's federal market strategy and driving long-term revenue growth across federal agencies, acquisition channels, strategic partners, and government programs. This highly visible individual contributor role serves as a trusted advisor to executive stakeholders, influences agency modernization initiatives, navigates complex federal procurement environments, and secures transformative, multi-year opportunities that support Image Trend's strategic growth objectives.

The Director, Federal Accounts owns the development and execution of the federal territory strategy, identifies emerging market opportunities, strengthens executive-level relationships, and collaborates across the organization to shape solutions that address evolving agency needs. This role is designed for a strategic, highly consultative sales professional who thrives in complex environments and demonstrates accountability for business growth, market expansion, and long-term customer success.

Image Trend sales team members follow a well-defined methodology, collaborate with internal stakeholders, qualify and identify prospective clients' unique needs, and clearly convey the value of Image Trend solutions. This role provides an opportunity to contribute meaningfully to team success, expand Image Trend's federal presence, and positively impact the communities and agencies we serve.

What You'll Do:

• Achieve or exceed annual sales goals as outlined in the Sales Compensation Plan incentive agreement
• Own and execute the federal growth strategy, driving revenue expansion across assigned agencies, territories, acquisition channels, and strategic accounts
• Manage the full sales lifecycle from opportunity identification and qualification through negotiation, contracting, and close, focusing on high-value, multi-year opportunities and enterprise software solutions
• Develop and maintain executive-level relationships with agency leadership, procurement officials, program administrators, industry partners, contract vehicle stakeholders, and key federal decision makers
• Proactively identify, assess, and pursue emerging federal opportunities through strategic territory planning, account-based selling, market intelligence, and consultative engagement
• Facilitate executive-level meetings and deliver compelling solution presentations and demonstrations that align customer challenges with measurable business outcomes
• Serve as a trusted advisor to federal stakeholders by understanding agency priorities, modernization initiatives, funding strategies, compliance requirements, and operational challenges
• Apply Force Management principles, including Command of the Message and value frameworks, to effectively communicate Image Trend's value proposition and strengthen competitive positioning
• Develop and deliver accurate revenue forecasts through disciplined pipeline management, account planning, and CRM data integrity
• Influence federal go-to-market strategies by providing market intelligence, customer feedback, competitive insights, and recommendations to leadership
• Partner cross-functionally with Product, Marketing, Customer Success, Legal, Finance, Contracting, and Executive Leadership to accelerate strategic opportunities and support customer success
• Ide…