Director, Federal Accounts

ImageTrend, LLC connects life's most important data in the healthcare and emergency response community. We deliver software solutions, data analytics, and services for EMS, hospitals, community paramedicine, critical care, fire, and preparedness to enable fully integrated patient-centric healthcare and public safety. Based in Eagan, MN, ImageTrend combines business analysis, creative design, and data-driven architecture to offer scalable solutions and strategies for today and the future.

Employment at ImageTrend is about being part of a community of top-notch talent passionate about making a difference through collaborative work.

About the role

Under the direction of the CRO, the Director, Federal Accounts leads ImageTrend's federal market strategy and drives long-term revenue growth across federal agencies, acquisition channels, strategic partners, and government programs. This highly visible individual contributor role serves as a trusted advisor to executive stakeholders, influences agency modernization initiatives, navigates complex federal procurement environments, and secures transformative, multi-year opportunities supporting ImageTrend's strategic growth objectives.

The Director, Federal Accounts owns the development and execution of the federal territory strategy, identifies emerging market opportunities, strengthens executive-level relationships, and collaborates across the organization to shape solutions addressing evolving agency needs. This role is designed for a strategic, highly consultative sales professional who thrives in complex environments and demonstrates accountability for business growth, market expansion, and long-term customer success.

Responsibilities

• Achieve or exceed annual sales goals as outlined in the Sales Compensation Plan incentive agreement
• Own and execute the federal growth strategy, driving revenue expansion across assigned agencies, territories, acquisition channels, and strategic accounts
• Manage the full sales lifecycle from opportunity identification and qualification through negotiation, contracting, and close, focusing on high-value, multi-year opportunities and enterprise software solutions
• Develop and maintain executive-level relationships with agency leadership, procurement officials, program administrators, industry partners, contract vehicle stakeholders, and key federal decision makers
• Proactively identify, assess, and pursue emerging federal opportunities through strategic territory planning, account-based selling, market intelligence, and consultative engagement
• Facilitate executive-level meetings and deliver compelling solution presentations and demonstrations that align customer challenges with measurable business outcomes
• Serve as a trusted advisor to federal stakeholders by understanding agency priorities, modernization initiatives, funding strategies, compliance requirements, and operational challenges
• Apply Force Management principles, including Command of the Message and value frameworks, to effectively communicate ImageTrend's value proposition and strengthen competitive positioning
• Develop and deliver accurate revenue forecasts through disciplined pipeline management, account planning, and CRM data integrity
• Influence federal go-to-market strategies by providing market intelligence, customer feedback, competitive insights, and recommendations to leadership
• Partner cross-functionally with Product, Marketing, Customer Success, Legal, Finance, Contracting, and Executive Leadership to accelerate strategic opportunities and support customer success
• Identify and evaluate new acquisition pathways, contract vehicles, teaming relationships, strategic partnerships, and growth opportunities within the federal sector
• Lead and coordinate federal RFP, proposal, contracting, and procurement activities while ensuring alignment with internal stakeholders and business objectives
• Monitor federal policy developments, funding initiatives, legislative priorities, agency budgets, and market trends to anticipate customer needs and uncover growth opportunities
• Build strong relationships internally and externally, collaborating effectively to remove obstacles, align resources, and advance complex opportunities through the sales process
• Act as an ambassador for ImageTrend with professionalism, integrity, and executive presence when engaging customers, prospects, partners, industry groups, and other external audiences
• Attend and actively participate in meetings, including team meetings, pipeline reviews, trainings, territory planning sessions, Community Updates, product updates, and leadership discussions
• Adhere to departmental standards, workflows, SLAs, metrics, compliance requirements, and other established processes
• Perform additional duties and responsibilities as assigned

Requirements

• Bachelor's degree in Business, Marketing, Communications, Public Administration, or a related field, or an equivalent combination of education and relevant experience
• Progressive SaaS sales experience, including significant experience selling into federal government agencies or similarly complex enterprise environments, preferably within the public safety or healthcare industries
• Demonstrated success managing strategic, high-value opportunities with extended sales cycles and multiple stakeholders
• Proven experience developing and executing federal market growth strategies that drive measurable revenue expansion and market penetration
• Strong understanding of federal procurement processes, contracting vehicles, agency funding mechanisms, acquisition strategies, and government purchasing environments
• Demonstrated ability to build credibility, influence decision makers, and develop trusted advisor relationships with executive-level stakeholders
• Proven achievement of consistent sales growth, profitability, retention, and high average selling price (ASP) performance
• Proven experience leading and coordinating complex opportunities involving multiple departments, strategic partners, and competing stakeholder priorities
• Demonstrated proficiency with consultative sales methodologies, including MEDDICC and Force Management principles such as Command of the Message, value frameworks, and outcome-focused messaging
• Strong executive presence with exceptional written, verbal, presentation, negotiation, and influencing skills
• Proven ability to drive business results, influence strategy, and lead cross-functional initiatives without direct people management responsibility
• Strong analytical and problem-solving skills with the ability to translate complex concepts into clear, compelling business value
• Experience utilizing Salesforce CRM, Gong, Microsoft Office Suite, and other sales productivity and forecasting tools
• Proven ability to forecast and manage a complex federal sales pipeline using data-driven insights and disciplined sales processes
• Exceptional organizational skills with the ability to manage multiple priorities in a dynamic environment
• Ability to maintain discretion and confidentiality when handling sensitive, proprietary, or customer information
• Strong work ethic, integrity, accountability, collaboration, and customer-focused mindset
• Enthusiasm for continuous learning and staying informed on federal market trends, public safety technology, healthcare technology, and government modernization initiatives
• Ability to travel up to 50%

Benefits

• Annual base salary range: $115,000 - $165,000 USD
• Bonus opportunities
• Comprehensive benefits package
• Perks and community gains

Schedule

This is a full-time role. The position can be performed 100% virtually anywhere in the US while following our Remote Work Policy.