bluecatnetworks - Federal Sales Director
Requirements
• BlueCat is uniquely positioned at the intersection of: • Network Infrastructure (DNS, DHCP, IPAM) • Cybersecurity and Zero Trust • Network Automation • Hybrid Cloud Networking • Network Observability and Operational Intelligence • Federal agencies increasingly need visibility, resiliency, and control across distributed environments. BlueCat helps them modernize foundational network services while improving security posture and operational awareness. • This role reports directly into senior sales leadership and will play a major role in shaping our long-term Federal go-to-market strategy. • 8+ years of successful enterprise technology sales experience within the U.S. Federal market. • Proven success building or scaling Federal territories, teams, or businesses. • Strong track record of exceeding quota and closing complex enterprise or Federal deals. • Experience selling cybersecurity, networking, infrastructure, observability, SaaS, automation, or cloud-related solutions. • Deep understanding of Federal buying motions, procurement processes, and contract vehicles. • Existing relationships across Federal agencies, systems integrators, and channel ecosystems. • Ability to operate strategically while remaining highly hands-on. • Strong executive presence with the ability to communicate effectively with both technical and business stakeholders. • Experience developing account plans, territory strategies, and pipeline generation programs. • Strong cross-functional leadership and collaboration skills. • High urgency, accountability, and ownership mentality. • Ideal Background: • We would especially value candidates who have experience selling: • Network infrastructure or networking platforms • Cybersecurity or Zero Trust solutions • Network observability or monitoring platforms • Infrastructure automation or orchestration technologies • Hybrid cloud networking solutions • Enterprise SaaS or operational intelligence platforms • Experience working with agencies focused on cybersecurity, modernization, infrastructure resiliency, defense operations, or cloud transformation is highly desirable.
Responsibilities
• Build and Scale the Federal Business • Own and grow a strategic Federal territory with accountability for pipeline creation, revenue attainment, and long-term account expansion. • Help define and execute BlueCat’s Federal growth strategy across civilian, defense, and intelligence-related opportunities. • Identify whitespace opportunities, emerging initiatives, modernization programs, and mission-driven use cases where BlueCat can deliver measurable value. • Build repeatable sales motions, operational rigor, and territory discipline that can scale as the Federal business grows. • Lead as a Player / Coach • Personally drive strategic opportunities while mentoring and guiding other Federal sellers. • Help onboard, develop, and elevate future Federal Account Executives. • Act as a culture leader who brings urgency, accountability, collaboration, and professionalism to the team. • Drive Complex Enterprise and Federal Sales Cycles • Lead sophisticated, multi-threaded sales cycles from initial engagement through close. • Build relationships across CIO, CISO, networking, infrastructure, operations, and procurement organizations. • Navigate Federal acquisition paths including GWACs, BPA vehicles, GSA schedules, and partner-led procurement motions. • Develop strategic account plans that align technical outcomes with mission priorities. • Position BlueCat as a Strategic Platform • Articulate BlueCat’s value across network modernization, Zero Trust, cybersecurity operations, cloud transformation, automation, and network observability. • Help customers understand how DNS intelligence, network telemetry, and foundational infrastructure visibility contribute to resiliency and operational awareness. • Partner closely with Sales Engineering to position differentiated technical value in competitive environments. • Collaborate Across the Business • Work closely with Marketing, Channel, Alliances, Customer Success, Product, and Executive Leadership teams. • Build strong relationships with Federal systems integrators, strategic resellers, and ecosystem partners. • Deliver accurate forecasting, pipeline visibility, and territory planning through Salesforce.
Benefits
• BlueCat sits at the center of modern enterprise networking. • Our platform helps organizations gain visibility, control, automation, and resiliency across mission-critical infrastructure. As Federal agencies modernize their environments and adopt Zero Trust architectures, foundational network intelligence becomes increasingly strategic. • This is an opportunity to join a company with: • Strong enterprise credibility • A differentiated platform story • Expanding relevance in cybersecurity and observability • Executive support and investment in growth • If you want to help build something meaningful while directly influencing strategy, growth, and team culture, we’d like to talk. • The annual salary range for this position is USD 340,000–380,000, plus participation in a discretionary bonus plan. Final compensation will be determined based on skills, experience, and qualifications. This role is for an existing vacancy. • USD 340,000–380,000 • If you share our enthusiasm for the future of our company and are eager to contribute to our vibrant workplace, we look forward to receiving your application! • This position is eligible for a comprehensive benefits package, including medical, dental, and vision insurance; tax advantaged accounts (HSA, FSA); annual Lifestyle Spending Account (LSA); a 401(k) with company matching; paid parental leave; vacation, personal, and wellness days; an annual learning and development budget. Eligible employees may also participate in the company's annual bonus program.
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