Sales Director

Location:

McLean, VA | Type:
Full Time | Setup:
Hybrid |

Experience:

7 to 10+ years | Pay: $185K-$225K base + commission

This is the leadership seat that anchors growth across SLED and large commercial enterprise. It's a true player‑coach role. You'll build and scale a bench of 3 to 5 account executives while personally carrying a book of strategic accounts, and you'll partner with the CFO on deal economics and comp design.

The client is a founder‑led cybersecurity and IT infrastructure integrator based in McLean, VA, generating $50M+ a year. They own the full chain rather than reselling, and they're investing to grow SLED and enterprise from a lean base. This is a build‑mode role, not a seat waiting on a full marketing engine and an SDR team to make the number.

You'll report directly to the CEO.

• Drive new business across state and local government, K-12, higher ed, and large commercial enterprise
• Build and develop the SLED and enterprise AE bench, including sales process, KPIs, forecasting cadence, and comp plans
• Lead by example with active, hands‑on selling and executive-level engagement
• Carry a personal book of strategic accounts alongside your team's number
• Partner with the CFO on deal economics and margin discipline
• Own accurate forecasting and revenue reporting up to the CEO
• Lead compliant proposal development and navigate cooperative contracts and state purchasing vehicles like NASPO and state master contracts

• 7 to 10+ years of sales leadership in SLED markets, plus 3 to 5 years leading in commercial enterprise
• VAR or systems integrator background (required)
• Proven success selling cybersecurity, infrastructure, or IT modernization
• Cooperative purchasing fluency (NASPO, state master contracts, education procurement), the SLED equivalent of federal SEWP and GSA fluency
• Credible in both a CISO conversation and a CIO conversation, unaccompanied

• Experience selling through cooperative vehicles like DIR and education procurement models
• Named state and local CIO, CISO, or procurement relationships you can call this week
• K-12 and higher ed institutional sales experience

This is a founder‑led, technically respected integrator with real momentum in SLED and commercial and a leadership team you'll work alongside directly. You'll shape go-to-market at a pivotal stage and own a market position rather than inherit one. Three days a week in office is the target, with flex for time out in front of clients.

If you've built from a lean base before, know what good looks like across both cyber and infrastructure, and want to do it again with fewer layers, this is the seat.