Director, Sales - Federal Civilian

An empty job that is used Location: Washington, DC metro; hybrid with regular customer-site engagement

Clearance: No active clearance required at hire unless specified for assigned accounts; ability to meet applicable agency suitability, public trust, or security clearance requirements

Reports to: VP, Federal Sales

Travel: Approximately 30%, including agency headquarters, field offices, and customer sites

Why this role exists

Federal civilian agencies face maritime challenges that span border security, customs enforcement, sanctions enforcement, trade, transportation, and protection of natural resources. Their teams need to identify risk, investigate complex networks, and prioritize action across large volumes of fragmented information.

Windward's AI-powered maritime intelligence platform helps agencies turn that information into actionable insights. We are expanding our federal civilian business by connecting our capabilities to clear agency priorities and measurable outcomes.

We are looking for a Director of Sales who can build relationships across mission, technology, and acquisition teams-and turn agency needs into funded programs and long-term customer growth.

What you'll own

• A named federal civilian account portfolio. Lead account strategy, prospecting, opportunity development, qualification, technical validation, procurement, negotiation, close, and expansion.
• Agency mission alignment. Understand the priorities of your assigned agencies and identify where maritime intelligence can improve investigations, risk assessment, enforcement, and operational efficiency.
• Executive sponsorship. Build relationships with senior agency leaders, program executives, CIO and CDO organizations, mission owners, and acquisition teams. Connect frontline needs with enterprise priorities and funding.
• Outcome-based selling. Partner with Solution Engineering to define use cases, success criteria, and evaluations tied to measurable customer value.
• Funding and procurement strategy. Identify budget owners, purchasing pathways, contract vehicles, and partners early. Plan for agency budget cycles, security reviews, privacy considerations, and integration requirements.
• Account growth. Expand successful deployments across offices, bureaus, regions, and related mission teams. Work with Customer Success to build adoption and demonstrate results.
• Partner development. Engage systems integrators, resellers, and other partners that strengthen access, procurement, and implementation.
• Forecast and execution discipline. Apply MEDDPICC, maintain accurate CRM records, and manage customer action plans with clear owners, milestones, and risks.
• Cross-functional coordination. Bring agency requirements to product, delivery, legal, and finance teams and shape proposals that balance customer needs with successful execution.