Federal Sales Director

Job description

We're BlueCat—a Great Place to Work for good reason. Our team solves critical network challenges for some of the world's largest organizations. In simple terms, we manage the systems that keep networks running smoothly, securely, and reliably—the backbone infrastructure that powers digital transformation for enterprises globally. Our Intelligent Network Operations platform delivers and enables AI-driven agentic ops at scale, automating and simplifying how companies manage, secure, and optimize their networks. But what makes us different is how we work: we believe great work happens in an environment where you're trusted, heard, and supported. With teams globally, we're building a workplace culture that values collaboration and integrity as much as innovation. If you're looking to advance your career with a company that invests in its people, this is it. BlueCat is hiring a **Federal Regional Director** to build and scale our U.S. Federal business during a critical growth phase. This is a true player / coach role for someone who can both carry a strategic number personally while building the foundation for a high-performing Federal team. We are looking for a proven Federal seller who knows how to open doors, build executive credibility, create pipeline, close complex enterprise deals, and mentor a growing organization along the way. The ideal candidate understands the evolving Federal networking and cybersecurity landscape — especially around resiliency, observability, automation, and Zero Trust architectures — and can position BlueCat as a strategic platform partner across mission-critical infrastructure initiatives. 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. --- ### What You’ll Do: **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. - Share best practices around account strategy, pipeline development, Federal procurement navigation, and executive engagement. - 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. --- ### What You Bring: - 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. --- ### Why BlueCat: 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 - Significant whitespace opportunity across the Federal market - 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**, this is made up from base plus commission. Final compensation will be determined based on skills, experience, and qualifications. This role is for an existing vacancy.