Director of Federal Sales

Company Description
VAST Data Federal provides mission-ready AI infrastructure to federal, state, and local government agencies. The VAST AI Operating System unifies data storage, database, and compute services with agentic execution capabilities. This enables U.S. defense, intelligence, and civilian agencies to deploy intelligent systems, reason over real-time data, and automate complex workflows. VAST solutions support operations from the data center to the tactical edge, helping agencies modernize, improve decision-making, and increase mission effectiveness.

Role Description
This is a full-time, remote role for a Director of Federal Sales at VAST Data Federal. The Director of Federal Sales will lead and execute the federal go-to-market strategy, driving new business and expansion within U.S. defense, intelligence, and civilian agencies. Day-to-day responsibilities include building and managing a high-performing federal sales team, developing account plans, forecasting pipeline, and overseeing the full sales cycle from prospecting to close. This role will cultivate and manage relationships with key federal decision-makers and influencers, including program offices, acquisition teams, and integrators, while collaborating closely with internal teams such as marketing, product, sales engineering, and customer success. The Director will also develop and manage channel and technology partner strategies, ensure adherence to public sector compliance requirements, and represent VAST Data Federal at industry events and briefings.

Qualifications

• Demonstrated success selling technology solutions to the Federal Government, with experience across defense, intelligence, and/or civilian agencies.
• Proven expertise in Sales and Sales Management, including building, leading, and mentoring high-performing sales teams.
• Hands-on experience with Sales Operations, including forecasting, pipeline management, territory planning, and use of CRM tools.
• Experience developing and managing Channel Partners, such as federal systems integrators, resellers, and strategic alliances.
• Strong understanding of federal acquisition processes, contract vehicles, and compliance requirements.
• Excellent communication, negotiation, and executive presentation skills, with the ability to engage both technical and non-technical stakeholders.
• Background in AI infrastructure, data storage, cloud, or related enterprise technologies is highly beneficial.
• Bachelor’s degree in business, engineering, or a related field, or equivalent practical experience; advanced degree is a plus.
• Ability to work effectively in a remote, fast-paced, and highly collaborative environment; willingness to travel to customer and partner sites as needed.