Base Operations · 5 months ago
Director of Federal Sales
Washington DC
Full-time
Onsite
Lead/Staff, Director/Executive
5+ years expBase Operations is a high-growth threat intelligence platform that provides actionable security insights to protect people and assets globally. They are seeking a Director of Federal Sales to lead the strategy and execution of bringing their security intelligence platform to various federal agencies, focusing on building relationships and driving business development efforts.
AnalyticsBig DataInformation TechnologySecuritySoftware
No H1B
Security Clearance Required
Responsibilities
Build and maintain a robust pipeline of federal opportunities across DoD, IC, and DHS, with a focus on velocity and high-impact deals
Assess and prioritize entry points, including engagement with DIU, DEFENSEWERX, HSWERX, and other innovation and prototyping pathways
Shape opportunities early by engaging program offices, acquisition teams, and mission owners before requirements are finalized
Lead capture efforts, including competitive positioning, teaming strategy, and bid/no-bid decisions
Coordinate proposal development with outsourced writers and internal experts to deliver timely, compliant, and compelling submissions
Navigate federal acquisition processes and contracting vehicles (SBIR/STTR, OTA, IDIQ, sole-source)
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
Partner with marketing and product teams to align messaging, demos, and features with federal mission needs
Qualification
Required
At least five years of success selling software or technical products into U.S. federal agencies, ideally across multiple markets such as DoD, IC, and DHS
Demonstrated ability to win complex, multi-stakeholder deals in the federal space — from early opportunity shaping to contract close
Strong grasp of federal acquisition and procurement processes, including experience with contracting vehicles such as SBIR/STTR, OTA, IDIQ, and sole-source pathways
Knowledge of federal security and compliance frameworks (e.g., CMMC, FedRAMP, ATO) and how to position solutions to win business while planning the path to compliance
Experience developing and executing go-to-market strategies that incorporate channel partners and resellers to expand reach and accelerate adoption
Proven capability to assess and recommend optimal entry points into the federal market, including engagement with organizations like DIU, DEFENSEWERX, HSWERX, and other innovation and prototyping pathways
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
U.S. citizenship
Preferred
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
Previous professional experience within the DoD, IC, or DHS; veteran status preferred
MBA or other advanced degree
Active or recent federal security clearance
Company
Base Operations
Base Operations is a threat intelligence platform developer that organizes, visualizes, and interprets threat data to help organizations.
11-50 employees
Funding
Current Stage
Early StageTotal Funding
$15.42MKey Investors
Mindset VenturesGlasswing VenturesGood Growth Capital
2023-12-21Series A· $9.1M
2021-12-14Seed· $3M
2021-02-12Seed· $2.2M
Leadership Team
Cory Siskind
CEO
Company data provided by crunchbase