Director of Federal Sales

Full time
Sales
About Base Operations
Base Operations is a high-growth threat intelligence platform that decodes the worlds threat landscape into actionable security insights to protect people, assets, and operations around the world. Trusted by Fortune 500 companies and the U.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.
Backed by top-tier investors and built by startup founders, technologists, and national security experts, Base Operations combines cutting-edge AI, geospatial analytics, and BaseEngine, our proprietary global threat model. We deliver the clarity decision-makers need in an increasingly complex security environment. Guided by a mission to transform reactive security into proactive intelligence, Base Operations is redefining how organizations anticipate and respond to emerging threats.
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.
You will own our federal sales strategy end-to-end: sizing markets, identifying and prioritizing opportunities, mapping stakeholder constellations, setting timelines, and driving campaigns that open doors. Youll craft positioning that resonates with diverse federal audiences and ensures every conversation, from the Pentagon to Capitol Hill, connects to mission needs.
Your work will span from high-level strategic engagement to direct business development: holding meetings with senior decision-makers, navigating acquisition pathways, and representing Base Operations as a thought leader and product evangelist at conferences, industry forums, and policy events. You will also manage and coordinate outsourced proposal writers, government affairs consultants, and lobbyists, ensuring our efforts are unified and targeted toward winning critical contracts.
This is a high-visibility role reporting directly to the CEO, with the autonomy, resources, and executive backing to define how Base Operations becomes a trusted and indispensable partner across the federal landscape.
Build and maintain a robust pipeline of federal opportunities across DoD, IC, and DHS, with a focus on velocity and high-impact deals.
Capture & Contract Execution
Coordinate proposal development with outsourced writers and internal experts to deliver timely, compliant, and compelling submissions.
Relationship Building & Thought Leadership
Cultivate long-term relationships with senior decision-makers, influencers, and contracting officials at the Pentagon, federal agencies, and on Capitol Hill.
Represent Base Operations at federal industry days, conferences, and thought leadership forums, sharing insights on security intelligence trends and mission applications.
At least five years of success selling software or technical products into U.Demonstrated ability to win complex, multi-stakeholder deals in the federal space from early opportunity shaping to contract close.
CMMC, FedRAMP, ATO) and how to position solutions to win business while planning the path to compliance.
Exceptional communication and relationship-building skills, with credibility to engage senior leaders at the Pentagon, federal agencies, and on Capitol Hill.
Comfort managing multiple high-priority initiatives simultaneously, including coordinating the efforts of outsourced proposal writers, lobbyists, and consultants.
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.
veteran status preferred
MBA or other advanced degree
Active or recent federal security clearance
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