Director of Federal Sales - DHS, DOJ

Director, Federal Sales

Homeland Security & Justice | Targeting, Investigations & Cyber

Location: McLean, VA | Hybrid, National Capital Region

Travel: 30–50%

About Rilian

Rilian is an agentic systems integrator and technology provider founded by cybersecurity and intelligence practitioners. Our mission is to enhance global security by maximizing the effectiveness of cyber and intelligence capabilities across the United States and its closest allies.

Our flagship product, Caspian, is an agentic orchestration platform that connects existing tools, data, and workflows through a single interface. Deployable on-premises, in the cloud, or fully air-gapped, Caspian enables investigators, analysts, and cyber operators to work more efficiently through AI-powered agents and auditable workflows.

We build technology for the people protecting national security—and we're looking for people who understand their missions.

About the Role

We're seeking a Director, Federal Sales to drive new and existing business across the Departments of Homeland Security (DHS) and Justice (DOJ), focusing on two mission areas: investigations and intelligence, and cyber operations.

This is a senior, quota-carrying role responsible for developing relationships, originating opportunities, and closing complex, multi-year federal technology transactions.

You'll own account strategy, pipeline development, and capture efforts across DHS and DOJ components, working directly with senior government stakeholders and Rilian's leadership, product, and engineering teams.

As an early member of our federal sales organization, you'll help establish the go-to-market strategy and build the foundation for a growing government business.

What You'll Do

• Drive revenue: Own your sales target, build a qualified pipeline, and originate and close complex federal technology transactions.
• Develop account strategy: Lead go-to-market, account planning, and capture strategies across DHS and DOJ, identifying mission requirements, sponsors, and funding sources.
• Navigate federal acquisition: Shape procurement strategies using GSA schedules, BPAs, IDIQ vehicles, Other Transaction authority, and other acquisition pathways. Advance pilots and prototypes into funded production programs.
• Build relationships: Engage senior agency leaders, program executives, law enforcement officials, and cyber operations stakeholders to identify opportunities and position Rilian as a trusted technology partner.
• Expand partnerships: Develop relationships with prime contractors, systems integrators, and cloud providers to support strategic pursuits and teaming opportunities.
• Shape solutions: Collaborate with product and engineering to translate customer needs into Caspian use cases supporting investigations, intelligence analysis, financial crime, and cyber operations.
• Own the sales process: Develop proposals, pricing, and commercial offers; lead negotiations; maintain accurate forecasts; and help establish a repeatable federal sales playbook.

Required Qualifications

• 8+ years of enterprise software or technology sales experience, including 5+ years selling into DHS, DOJ, federal law enforcement agencies, or federal systems integrators.
• Demonstrated success originating and closing complex, multi-year, net-new business with documented quota attainment.
• Direct experience with at least one civilian federal acquisition pathway, including GSA MAS/BPAs, IDIQ vehicles, SBIR Phase III, or Other Transaction authority.
• Strong understanding of civilian federal procurement, budgeting, pricing, and contract negotiation.
• Working knowledge of federal law enforcement, investigations, intelligence, or cyber operations, with the ability to engage mission stakeholders in technical and operational…