Director, Sales – DOW

Location: Northern

# Director, Sales – DOWWashington DC area
· Full-time
· Intermediate#### About The Position
*
* Location:

** Washington, DC metro; hybrid with regular work at customer sites and in secure facilities
** Clearance:
** Active TS/SCI required; CI or full-scope polygraph strongly preferred
*
* Reports to:

** VP, Federal Sales
** Travel:
** Approximately 30%, primarily within the National Capital Region and to customer sites

Why this role exists

Maritime activity connects some of the Intelligence Community’s most complex challenges: great-power competition, sanctions evasion, narcotics trafficking, and illicit proliferation networks. Understanding that activity requires connecting fragmented data, detecting deceptive behavior, and identifying relationships that are difficult to see dward’s AI-powered maritime intelligence platform helps analysts address these challenges. With existing adoption across U.S. government organizations, including Intelligence Community customers, we have a foundation for broader growth.

We are looking for a Director of Sales who can expand that foundation across mission centers, directorates, and programs—turning demonstrated analytical value into funded, enduring adoption.

What you’ll own
* ** A named IC account portfolio.
** Lead account mapping, mission discovery, champion development, technical validation, procurement strategy, negotiation, close, and expansion.
* ** Executive access and sponsorship.
** Build relationships with senior intelligence executives, directorate and mission-center leaders, technology leaders, and program executives. Connect analyst demand with senior sponsorship and budget authority.
* ** Mission-set fluency.
** Work with targeters, all-source analysts, collection managers, and program teams to understand workflow gaps. Partner with Solution Engineering to demonstrate how Windward supports their requirements.
* ** The procurement path.
** Identify viable contract vehicles, funding sources, acquisition strategies, and teaming arrangements. Incorporate security, integration, and authorization dependencies into the pursuit plan.
* ** Account expansion.
** Turn a successful deployment into adoption across additional teams, directorates, and mission sets. Partner with Customer Success and delivery teams to establish evidence of value.
* ** A productive teaming network.
** Develop relationships with primes, systems integrators, and cleared partners that support access, procurement, and delivery.
* ** Forecast integrity.
** Apply MEDDPICC, maintain accurate CRM records, and surface risks early. Build forecasts grounded in validated requirements, funding, decision processes, and customer commitments.
* ** Voice of the customer.
** Bring actionable mission requirements and market insight to product and leadership teams while setting realistic customer expectations.#### Requirements What we’re looking for
** Required
* ** Active TS/SCI clearance.
* Five or more years selling software, data, or analytics into the Intelligence Community, with closed opportunities you can discuss at an unclassified level.
* Demonstrated ownership of full-cycle federal sales, including engagement with acquisition and contracting stakeholders.
* A record of meeting sales targets and expanding strategic accounts.
* Experience securing executive sponsorship and advancing opportunities with senior intelligence leaders.
* Understanding of federal procurement, funding cycles, contract vehicles, and the security and authorization requirements that influence deployment.
* Ability to discuss data fusion, analytical outputs, false positives, and integration requirements with technical customers.
* Experience growing an initial foothold into adoption across multiple teams or directorates.
** Preferred
* ** CI…