Govini transforms Defense Acquisition from an outdated manual process to a software-driven strategic advantage for the United States. Our flagship product, Ark, supports Supply Chain, Science and Technology, Production, Sustainment, and Modernization teams with AI-enabled Applications and best-in-class data to more rapidly imagine, develop, and field the capabilities we need. Today, the national security community and every branch of the military rely on Govini to enable faster and more informed Acquisition decisions.

Job Description

We are seeking a motivated and experienced sales leader to support the Senior Director of Sales in managing our federal growth-focused Account Executive team. This individual will play a critical role in executing sales strategy, mentoring team members, and driving measurable outcomes that contribute to the company’s long-term success.

In order to do this job well, the ideal candidate will have a strong background in federal SaaS sales, proven leadership skills, and a deep understanding of the DoD and federal procurement environment. They should be an exceptional communicator, a structured operator, and a collaborative coach who thrives in fast-paced, mission-driven environments.

This role is a full-time position located out of our office in Arlington, VA.

This role may require up to 25% travel.

Scope of Responsibilities

Support the Senior Director of Sales by managing, coaching, and developing a team of Account Executives focused on federal growth opportunities
Support the Senior Director of Sales in implementing Govini’s go-to-market strategy
Execute day-to-day sales operations and ensure adherence to established sales processes and best practices
Participate in client and prospect meetings to provide tactical deal support and contribute to team success
Interview, evaluate, and assist in hiring new Account Executives to support team expansion
Assist in onboarding and ramping of new Account Executives, ensuring alignment with Govini’s messaging, methodology, and tools
Monitor key sales performance metrics and report regularly to the Senior Director of Sales
Identify and help resolve obstacles to sales progression by working cross-functionally with Marketing, Product, and Delivery teams
Improve CRM usage and ensure pipeline accuracy in Salesforce
Conduct regular 1:1s, deal reviews, and performance check-ins with Account Executives
Collaborate with Marketing on targeted campaigns to support lead generation and sales outcomes
Provide structured feedback to improve sales enablement materials, customer targeting, and operational efficiency
Contribute to refining scalable sales processes and team infrastructure for long-term growth

Qualifications

U.S. Citizenship is required

Required Skills:

5+ years of federal B2B SaaS sales experience, including 2+ years managing or coaching sales teams
Strong background in selling into or supporting sales teams targeting the Department of Defense or federal agencies
Experience interviewing, hiring, and onboarding sales professionals in high-performance environments
In-depth understanding of the federal acquisition process and DoD procurement cycles
Demonstrated ability to guide sales teams toward consistent quota achievement and professional development
Proficiency with Salesforce, including pipeline management and performance reporting
Strong communication, coaching, and organizational skills
Ability to operate effectively in a fast-paced, dynamic environment with evolving priorities
Experience supporting cross-functional collaboration and senior leadership within a sales organization
Solid grasp of SaaS sales methodology, forecasting, and tactical execution

Desired Skills:

Current possession of a U.S. security clearance, or the ability to obtain one with our sponsorship
Experience in or exposure to the nuances of a startup or other entrepreneurial environment
Background in selling complex SaaS or enterprise solutions to government or public sector clients
Experience developing or enhancing sales onboarding, training, or enablement processes

We firmly believe that past performance is the best indicator of future performance. If you thrive while building solutions to complex problems, are a self-starter, and are passionate about making an impact in global security, we’re eager to hear from you.

Govini is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

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