Federal Sales Director (Army and IC Focus)

About the Position

AppGate is experiencing accelerating adoption across the DoD, driven by successful initial sales that are expanding into broader programmatic and enterprise-level deployments. This momentum has translated into a growing pipeline of high-value opportunities, positioning this role at the center of our next phase of federal growth.

We are looking for a seasoned Federal Sales Directors (focused on the Army, Navy or US Intelligence Community "USIC") to drive AppGate's adoption across defense or intelligence agencies. This role is designed for a senior federal sales leader who wants meaningful earning upside tied directly to deal size and long-term account growth.

The ideal candidate will have a strong sales background with experience selling to DoD or USIC customers, an understanding of federal procurement cycles, and an ability to engage at both technical and executive levels.

Position Responsibilities

• Drive growth within DoD or USIC agencies, identifying and developing new business opportunities.
• Build and execute comprehensive account plans to achieve revenue targets.
• Establish and expand strategic relationships with DoD IT leaders, program offices, acquisition teams, and contracting officers.
• Manage complex, multi-year sales cycles, including contract negotiations and procurement strategies.
• Navigate federal acquisition processes, contract vehicles (e.g., GSA, SEWP, OTAs, BPAs, and IDIQs), and funding cycles to accelerate sales.
• Work closely with partners and system integrators to expand market presence.
• Maintain a robust sales pipeline and accurately forecast revenue.
• Stay up to date on DoD and USIC cybersecurity policies, Zero Trust architectures, and networking/security modernization initiatives.

Experience & Qualifications

• 10+ years of experience selling IT solutions to the IC and Department of Defense (e.g., DISA, Army, Air Force, Navy, USMC, Combatant Commands, etc.). – Army and IC Focus Preferred.
• A demonstrated desire to support the mission of the warfighter and national security outcomes, with the understanding that AppGate's technology plays a direct role in enabling secure, resilient access for those operating in the most demanding contested environments.
• Deep understanding of DoD procurement processes, contract vehicles (e.g., GSA, SEWP, OTAs, BPAs, and IDIQs), and budgeting cycles.
• Proven success closing large, complex federal deals involving multiple stakeholders, extended procurement timelines, and seven-figure-plus outcomes across DoD or USIC environments.
• Knowledge of DoD cybersecurity mandates and Cyber Security Solutions
• Ability to engage with technical stakeholders, including CIOs, CISOs, program managers, and IT decision-makers.
• Strong relationship-building skills and experience working with federal system integrators (FSIs), channel partners, and resellers.
• Desire to be part of something disruptive with the ability to make visible and meaningful contributions to AppGate's success.
• AFCEA experience preffered
• Comfortable working in a fast paced, less structured, dynamic environment.
• Ability to contribute to our culture of hard work and accountability where we treat each other as family with a "win together" attitude.
• Ability to travel as needed to support sales objectives.
• MUST HAVE: Active Secret Clearance.