Director of Federal Sales

Overview

Base Operations is a high-growth threat intelligence platform that decodes the world's threat landscape into actionable security insights to protect people, assets, and operations around the world. Trusted by Fortune 500 companies and the U.S. Department of Defense, Base Operations empowers security teams to better assess threats, manage risk across their footprint, and make data-driven decisions using granular, street-level intelligence at global scale.

Position Overview

As our first Director of Federal Sales, you will lead the strategy and execution that brings our security intelligence platform to the Department of Defense, Intelligence Community, and Department of Homeland Security.

You will own our federal sales strategy end-to-end : sizing markets, identifying and prioritizing opportunities, mapping stakeholder constellations, setting timelines, and driving campaigns that open doors. You'll craft positioning that resonates with diverse federal audiences and ensures every conversation, from the Pentagon to Capitol Hill, connects to mission needs.

Your work will span from high-level strategic engagement to direct business development : holding meetings with senior decision-makers, navigating acquisition pathways, and representing Base Operations as a thought leader and product evangelist at conferences, industry forums, and policy events. You will also manage and coordinate outsourced proposal writers, government affairs consultants, and lobbyists, ensuring our efforts are unified and targeted toward winning critical contracts.

This is a high-visibility role reporting directly to the CEO, with the autonomy, resources, and executive backing to define how Base Operations becomes a trusted and indispensable partner across the federal landscape.

Key Responsibilities

• Market Strategy & Opportunity Shaping - Build and maintain a robust pipeline of federal opportunities across DoD, IC, and DHS, with a focus on velocity and high-impact deals.
• Capture & Contract Execution - 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).
• Relationship Building & Thought Leadership - 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.

Qualifications

Required

Preferred

Seniority level

Employment type

Job function

Industries

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