Director of Federal Sales

Digital.ai

Director of Federal Sales

Remote US

ABOUT DIGITAL.AI

Digital.ai is the only AI-powered software delivery platform purpose-built for the enterprise, enabling the world’s largest organizations to build, test, secure, and deliver high-quality software. By unifying

AI-driven insights, automation, and security across the software development lifecycle, Digital.ai empowers enterprises to deliver innovation with confidence. Trusted by 5,000 global enterprises, Digital.ai is redefining how enterprises build better software in an AI-driven world. Additional information about Digital.ai can be found at digital.ai and on Twitter, LinkedIn, and YouTube.

Our space and our audience:

We help our customers innovate and transition to cloud and modern architectures, deliver strong developer experience while maintaining security and control with platform engineering capabilities, develop quality and secure mobile apps, and leverage and manage AI in the SDLC. Our global clients lead their industries as innovators in digitization across financial services, retail, telco, public services, technology, manufacturing, transportation, and energy with our AI-powered DevSecOps platform. We currently serve:

• Over 50% of Fortune 100 companies


• 8 of 10 top banks


• 5 of 10 largest gaming companies


• 5 of 10 global airlines


• Over 50 worldwide government entities

POSITION OVERVIEW

The Director of Federal Sales is an individual contributor role, responsible for running Digital.ai's most important federal accounts. You will be both an account manager, expanding our existing customer relationships, and a hunter, winning new federal business, selling directly and through our channel partners. You will help agencies modernize how they plan, secure and deliver software using the Digital.ai Platform, including Digital.ai Government Cloud, our FedRAMP Moderate authorized offering.

KEY RESPONSIBILITIES

• Own and run Digital.ai's most important federal accounts, acting as the senior point of contact for customers, partners and internal teams


• Expand existing customer relationships, growing adoption and revenue across the Digital.ai Platform within your accounts


• Hunt for new business, identifying, qualifying and winning new opportunities across U.S. federal civilian and defense agencies


• Sell both directly and through the channel, working with federal resellers, distributors and systems integrators and the contract vehicles (e.g., GSA Schedule) through which agencies buy


• Develop and maintain account plans and a sound business plan for your territory, analyzing agency budgets, fiscal-year cycles and acquisition forecasts to prioritize opportunities


• Position our planning, release, deployment, application security and testing solutions against agency modernization and DevSecOps priorities


• Take Digital.ai Government Cloud, our FedRAMP-authorized offering, to agencies, working with Product and Compliance teams to meet their requirements


• Apply sales process and metrics (e.g., MEDDPICC) adapted to federal buying cycles, including capture planning, RFI/RFP responses and procurement milestones


• Accurately forecast monthly and quarterly bookings and manage a healthy pipeline through long, multi-stakeholder federal sales cycles


• Partner with Marketing, Customer Success, Sales Engineering, Legal, Finance and Security teams to respond to agency requirements, security questionnaires and contract terms


• Build trusted relationships with program offices, CIOs, CISOs and contracting officers, and represent Digital.ai at federal customer events and industry groups


• Stay on top of federal policy and mandates, such as software supply chain security and zero trust requirements, and translate them into opportunities for your accounts

REQUIRED QUALIFICATIONS

• Bachelor's degree or equivalent experience in business, engineering, sales, or marketing


• Typically requires minimum of 14+ years of enterprise software sales experience, including significant experience selling to U.S. federal agencies


• Demonstrated track record of exceeding quota as a senior individual contributor in the federal market, in both new business and account expansion


• Experience managing large, complex, multi-stakeholder enterprise accounts


• Experience selling both directly and through channel partners


• Working knowledge of federal procurement, including contract vehicles, fiscal-year budget cycles and how agencies buy through resellers and integrators


• Experience selling cloud and SaaS solutions into security-sensitive environments, including FedRAMP-governed environments


• Deep understanding of enterprise sales methodologies such as MEDDPICC or Command of the Message


• Strong forecasting discipline and pipeline management skills


• Proficiency with CRM platforms (e.g., Salesforce) for pipeline visibility and forecasting accuracy


• Ability to meet U.S. federal customer requirements for personnel, which may include U.S. citizenship

PREFERRED QUALIFICATIONS

• Experience selling DevOps, DevSecOps, Application Security, agile planning or related enterprise technology solutions to federal customers


• Existing relationships across federal civilian and defense agencies and the integrator and reseller community


• Experience partnering with channel or alliance partners to drive federal revenue


• Active U.S. security clearance, or the ability to obtain one


• Ability to travel to customer sites and events, including in the Washington, D.C. area

WHAT WE OFFER

• Flexible working hours and an informal work environment, on-site or remote


• Comprehensive health insurance


• Paid Time Off (PTO) program plus recognized holidays


• Unlimited access to continuous learning and professional development with TalentLMS


• Mentorship and dedicated learning time


• Team building and other unifying events


• Opportunity to work with a diverse, globally distributed team

At Digital.ai, we believe in fostering a culture of pay transparency. We are committed to providing our employees with fair and competitive compensation. The current annual base salary for this specific job is estimated to be $150k per annum plus commission and stock. Please note that final compensation will be determined based on factors such as qualifications, experience, and internal equity. Certain positions at Digital.ai might also be eligible for additional compensation in the form of bonuses, commissions or other employee benefits which are separate from the base salary and to be defined at offer stage.

Why Digital.ai?

At Digital.ai, we’re more than just a software company — we’re a team of innovators, thinkers, and problem-solvers. By joining our sales organization, you’ll be part of a dynamic, collaborative environment that encourages professional growth and values diverse perspectives. You’ll work with some of the brightest minds in the industry, all while having the opportunity to shape the future of AI-enabled enterprise software development.

If you're ready to take your sales career to the next level and make a real impact with a leading tech company, we want to hear from you.

EQUAL EMPLOYMENT OPPORTUNITY

Digital.ai is firmly committed to Equal Employment Opportunity (EEO). We maintain compliance with federal, state, and local laws that prohibit employment discrimination on the basis of age, race, color, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and all other protected classifications. We welcome everyone and believe that diversity is the foundation of innovation. For individuals with disabilities who would like to request an accommodation, please advise us within your job application or cover letter.

FRAUD PREVENTION ALERT

Please note that Digital.ai does not use third-party recruiters. In an effort to protect you against possible impersonation, please verify the sender’s email address, and if you are contacted by an unfamiliar or third party requesting personal or financial information on Digital.ai’s behalf, please reach out directly to Digital.ai to confirm.