Federal Sales Director

About the role

AppGate is a leading cybersecurity company and pioneer in the Zero Trust Network Access (ZTNA) market. Our innovative solutions empower enterprises to secure their digital environments and enable secure access for users, devices, and workloads - anywhere, anytime. Our mission is to support the warfighter and the national security community, providing trusted access that ensures mission success. AppGate's differentiated approach has made us the preferred solution for large enterprises across key verticals, the US Department of Defense (DoD), and other sophisticated buyers that have no-fail requirements to deliver ZTNA in contested (DDIL) environments.

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

Qualifications

• 10+ years of experience selling IT solutions to the USIC and Department of Defense (e.g., DISA, Army, Air Force, Navy, USMC, Combatant Commands, etc.)
• 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, Zero Trust Network Access (ZTNA), secure and remote access adoption, and networking/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
• Comfortable working in a fast-paced, less structured, dynamic environment

Location

The position is based in the DMV area.