Base Operations

Director of Federal Sales

Washington DC · Director

No sponsorshipDetected 343 days ago

Business DevelopmentProcurementLeadershipCommunication

About the role

At Base Operations, we build technology that helps protect people and strengthen mission readiness.
As our first Director of Federal Sales, you will lead the strategy and execution that brings our security intelligence platform to the Department of Defense, Intelligence Community, and Department of Homeland Security.

Build and maintain a robust pipeline of federal opportunities across DoD, IC, and DHS, with a focus on velocity and high-impact deals.
Lead capture efforts, including competitive positioning, teaming strategy, and bid/no-bid decisions.
Coordinate proposal development with outsourced writers and internal experts to deliver timely, compliant, and compelling submissions.
Partner with marketing and product teams to align messaging, demos, and features with federal mission needs.
Trusted by Fortune 500 companies and the U.S. Department of Defense, Base Operations empowers security teams to better assess threats, manage risk across their footprint, and make data-driven decisions using granular, street-level intelligence at global scale.
We deliver the clarity decision-makers need in an increasingly complex security environment.

Demonstrated ability to win complex, multi-stakeholder deals in the federal space - from early opportunity shaping to contract close.
Strong grasp of federal acquisition and procurement processes, including experience with contracting vehicles such as SBIR/STTR, OTA, IDIQ, and sole-source pathways.
Knowledge of federal security and compliance frameworks (e.g., CMMC, FedRAMP, ATO) and how to position solutions to win business while planning the path to compliance.
Proven capability to assess and recommend optimal entry points into the federal market, including engagement with organizations like DIU, DEFENSEWERX, HSWERX, and other innovation and prototyping pathways.
Comfort managing multiple high-priority initiatives simultaneously, including coordinating the efforts of outsourced proposal writers, lobbyists, and consultants.
At least five years of success selling software or technical products into U.S. federal agencies, ideally across multiple markets such as DoD, IC, and DHS.
Experience developing and executing go-to-market strategies that incorporate channel partners and resellers to expand reach and accelerate adoption.
Exceptional communication and relationship-building skills, with credibility to engage senior leaders at the Pentagon, federal agencies, and on Capitol Hill.
U.S. citizenship.
Experience building a federal go-to-market strategy or standing up a sales function from scratch

Experience in a high-growth or dual-use (commercial + federal) technology company.
Previous professional experience within the DoD, IC, or DHS
veteran status preferred
MBA or other advanced degree
Active or recent federal security clearance

Base Operations is a high-growth threat intelligence platform that decodes the world's threat landscape into actionable security insights to protect people, assets, and operations around the world.

This listing is sourced directly from Base Operations's careers page and normalized into a canonical job model.