Federal Sales Leader (DoW)

Position Summary:

As the Federal Sales Leader at Axonius Federal Systems, you drive the federal go‑to‑market strategy and lead a high-performing sales team. You are responsible for driving revenue growth through a combination of outbound prospecting and account executive–sourced pipeline, with a strong focus on new logo acquisition and executing value‑based solution selling techniques. You set the tone for how your team connects Axonius solutions to real federal mission outcomes, ensuring every conversation adds clarity, impact, and value. Most importantly, you’ll build and develop top talent, uphold a high‑performance culture, and collaborate across teams to increase adoption, productivity, and retention. If you’re ready to lead with purpose, elevate your team, and shape the future of Axonius in the federal market, this is your opportunity to make a lasting impact.

Key Responsibilities:

• Lead and scale a high‑performing Federal DoW sales organization by setting a clear vision, aligning teams around mission‑critical priorities, and driving a culture of accountability that consistently exceeds revenue targets.
• Execute a focused, high‑impact go‑to‑market strategy that accelerates scalable growth through disciplined outbound motion, AE‑generated pipeline, new logo acquisition, and strong execution across both velocity and complex enterprise sales cycles.
• Deep expertise managing complex Federal DoW sales cycles, including value‑based selling, multi‑stakeholder engagement, budget planning cycles, compliance requirements, and cross‑functional deal execution
• Advance a value‑based, consultative sales culture, ensuring teams articulate mission‑aligned outcomes, quantify impact, and expand accounts through strategic cross‑sell and new use‑case adoption.
• Develop top talent and strengthen leadership bench, driving excellence through targeted recruiting, structured coaching, and performance management that elevates capability and accelerates ramp.
• Establish a cohesive cross‑functional operating rhythm with Renewals, Customer Success, Marketing, Product, and Operations to enhance pipeline health, forecasting accuracy, deal execution, adoption, retention, and long‑term account growth.
• Other duties as assigned.

Minimum Qualifications:

• 12+ years of Federal DoW or equivalent sales experience, with a proven track record of driving revenue growth, navigating complex procurement cycles, and managing multi‑stakeholder engagements across large Federal agencies.
• 7+ years of experience leading high‑performing DoW sales teams, including hiring, coaching, performance management, and developing leadership bench strength.
• Demonstrated success building and executing enterprise‑level go‑to‑market strategies, including outbound motion, pipeline generation, account segmentation, and scaling repeatable sales processes.
• Deep expertise in managing complex enterprise sales cycles, including solution‑based selling, multi‑threaded stakeholder engagement, and cross‑functional deal orchestration.
• Reside in Washington-DC, Maryland, or Virgina
• Travel 0-30%

Preferred Qualifications:

• Hands‑on experience selling cybersecurity solutions
• Strong background in software solutions selling
• Strong understanding of Federal and DoW cybersecurity frameworks
• Demonstrated ability to thrive and execute in agile, high growth start-up environments