Director, Federal Public Sector (Direct Sales - Dod)

Description

Our Company:

At IDI, we deliver innovative identity intelligence solutions. Our proprietary technologies and advanced analytical capabilities empower organizations to operate with confidence, providing real-time identification and location of individuals, businesses, assets, and their interrelationships. With a focus on identity verification, risk mitigation, due diligence, fraud detection and prevention, regulatory compliance, and customer acquisition, our intelligent platform, CORE, caters to organizations of all sizes, transforming data into intelligence for frictionless commerce, safety, and reduced fraud.

The Role: Director, Federal Public Sector (Direct Sales)

Focus: Intelligence Community & Department of Defense

We are seeking a mission-driven, strategic leader to serve as Director, Federal Public Sector (Direct Sales) with a strong emphasis on the Intelligence Community and select DoD agencies. In this senior leadership role, you will drive the development and execution of IDI's federal go-to-market strategy, focusing on the unique needs of intelligence agencies, national security programs, and classified environments. The ideal candidate brings a deep understanding of IC missions, contracting processes, and established relationships across the federal intelligence landscape.

What You Will Do:

Sales Leadership & Strategy:

• Lead the development and execution of direct sales strategies targeting agencies within the Intelligence Community and DoD.
• Build and scale IC-specific sales opportunities that align with national security missions, threat detection, and identity resolution.
• Own the full federal sales lifecycle from opportunity identification through proposal submission and contract award.

Intelligence & DoD Account Acquisition:

• Develop trusted relationships with senior stakeholders across the IC, including contracting officers, program managers, and mission leaders.
• Translate complex IC mission requirements into tailored technical solutions leveraging IDI's identity intelligence platform.
• Proactively identify new mission areas where IDI's technology can provide critical value (e.g., counterintelligence, insider threat, HUMINT/SIGINT support, identity resolution).

Government Procurement & Proposal Leadership:

• Navigate the complexities of IC procurement processes, classified contracting environments, and security requirements (e.g., ICDs, SCIF access).
• Collaborate with internal stakeholders to develop compelling and compliant responses to RFIs, RFPs, and sole-source justifications.
• Ensure proposals meet both technical mission needs and regulatory compliance (e.g., FAR, DFARS, IC-specific guidelines).

Performance Management & Reporting:

• Establish sales metrics and reporting structures specific to federal and IC pipelines.
• Deliver regular briefings and forecasts to executive leadership on federal growth strategies, risks, and opportunities.
• Set the foundation for a future team of cleared sales professionals as business expands.

Market Intelligence & Strategic Positioning:

• Stay informed on emerging IC mission trends, modernization initiatives, and federal data/AI policy developments.
• Represent IDI at classified and unclassified industry days, IC-specific forums, and strategic briefings.
• Collaborate with capture and growth professionals to shape future opportunities and influence government requirements.

Customer Retention & Mission Support:

• Ensure continuity of service, trust, and technical engagement post-sale with IC customers.
• Drive adoption, mission integration, and expansion within existing classified accounts.

What You Bring:

• Bachelor's degree required; advanced degree (MBA, MS, etc.) preferred. TS/SCI clearance highly desirable.
• 10+ years of experience in federal public sector sales, with at least 5+ years directly supporting the Intelligence Community.
• Demonstrated success selling into agencies such as DIA, NGA, CIA, NSA, ODNI, or components within the DoD with intelligence missions.
• Deep knowledge of IC and federal procurement processes, contract vehicles (e.g., GSA, GWACs, IDIQs), and acquisition cycles.
• Strong executive presence with experience influencing decision-makers in classified, mission-oriented environments.
• Ability to understand and translate mission needs into actionable data-driven solutions.
• Proficiency with CRM systems (Salesforce, HubSpot) and Microsoft Office Suite.
• Willingness to travel (~25%) for customer engagement, industry events, and on-site briefings.

What We Offer:

IDI offers excellent benefits including, a 401K and generous company match, flexible PTO policy, medical, dental and vision coverage, commuter benefits, in-office healthy snacks, team events and more.

IDI is proud to be an equal opportunity employer.