ManTech

Government cybersecurity, analytics, and IT services

Executive Director of Software Sales - Federal and Commercial

Account ExecutiveConfirmed live in the last 24 hours

Full-timeHerndon, VA, USA$165.9k - $297.1kIn-person

About the Job

Requirements

A bachelor's degree in Business, Computer Science, Engineering, or a related field is required.
At least 14 years of overall professional experience, including at least 10 years of progressive executive leadership in B2B SaaS or enterprise software sales, is required.
A demonstrated track record of scaling revenue from $20 million to over $100 million in annual recurring revenue across hybrid Federal and Commercial markets is required.
Extensive experience selling to the U.S. Federal Government, including the Department of Defense, Civilian Agencies, and Intelligence Community, and to Fortune 500 commercial accounts is required.
Deep knowledge of public sector compliance requirements, including FedRAMP, NIST, FAR/DFARS, and CMMC, is required.
Proven success managing multi-tier channel, partner, and Systems Integrator networks is required.
Proven success managing sales teams, establishing enablement metrics such as key performance indicators, structuring compensation plans, and overseeing customer relationship management operations is required.
A current, active TS/SCI security clearance and the ability to obtain a polygraph are required.
The ability to remain stationary for 50% of the time and occasionally move around the office is required.
The ability to communicate frequently with coworkers, management, and customers, including delivering presentations, and to exchange accurate information in those situations is required.

Responsibilities

Formulate and execute integrated go-to-market strategies targeting U.S. Federal agencies, including Department of Defense, Civilian, and Intelligence Community entities, as well as Commercial B2B and Defense Industrial Base accounts.
Drive predictable annual revenue growth, expand annual recurring revenue, and oversee accurate quarterly pipeline forecasting.
Serve as executive sponsor on top-tier deals and establish relationships with C-suite executives, agency directors, CIOs/CISOs, and Defense Industrial Base primes.
Oversee sales operational cycles involving the commercial product catalog, GSA Schedules, non-traditional acquisitions such as OTAs/CSOs, and agency-specific contract vehicles.
Collaborate with Product Management, Engineering, Legal, and Contracts teams to align solutions with government compliance standards, including FedRAMP, FAR/DFARS, CMMC, and DoD IL4/IL5/IL6.
Cultivate strategic alliances with Federal Systems Integrators, value-added resellers, and channel partners to accelerate capture strategies.
Recruit, mentor, and retain high-performing sales leaders; establish modern selling methodologies such as MEDDPICC and Value Selling; and drive revenue operations.

Desired Qualifications

A master's of business administration or equivalent advanced degree is preferred.
A proven track record of expanding early-stage accounts into enterprise clients and directing inside sales teams to drive software sales into existing contracts is preferred.
Deep expertise in modern enterprise selling methodologies, such as MEDDPICC and Value Selling, is preferred.

Elevate your career with MANTECH International Corporation! Join a dynamic team dedicated to national security through cutting-edge technology. Since 1968, MANTECH has led in delivering advanced solutions to government intelligence, the Department of Defense, and Federal Civilian sectors. Dive into innovation in Digital Transformation, Cybersecurity, IT, Data Analytics and Software Development. Your journey to impactful work and rapid growth starts now—be extraordinary at MANTECH!

MANTECH seeks an experienced, strategic, and results-driven Executive Director of Software Sales to lead and scale our dual-market revenue organization across both the U.S. Federal Government and Commercial Enterprise sectors.

This leader will build, direct, and execute high-growth go-to-market strategies tailored to the complex procurement frameworks of Public Sector entities while simultaneously expanding our market share across Fortune 500 Commercial accounts that support National Security interests.

Responsibilities include but are not limited to:

Formulating and executing integrated go-to-market strategies targeting U.S. Federal agencies (DoD, Civilian, Intelligence Community) and Commercial B2B/Defense Industrial Base accounts.
Driving predictable annual revenue growth, expanding Annual Recurring Revenue (ARR), and overseeing accurate quarterly pipeline forecasting.
Serving as executive sponsor on top-tier deals, establishing relationships with C-suite executives, agency directors, CIOs/CISOs, and Defense Industrial Base primes.
Overseeing sales operational cycles involving commercial product catalog, GSA Schedules, non-traditional acquisitions (e.g., OTAs/CSOs), and agency-specific contract vehicles.
Collaborating with Product Management, Engineering, Legal, and Contracts teams to ensure solution alignment with government compliance standards (FedRAMP, FAR/DFARS, CMMC, DoD IL4/IL5/IL6).
Cultivating strategic alliances with Federal Systems Integrators (FSIs), VARs, and channel partners to accelerate capture strategies.
Recruiting, mentoring, and retaining high-performing sales leaders while establishing modern selling methodologies (e.g., MEDDPICC, Value Selling) and driving revenue operations.

Minimum Qualifications:

Bachelor’s degree in Business, Computer Science, Engineering, or a related field.
14+ years of overall professional experience with 10+ years of progressive executive leadership in B2B SaaS or enterprise software sales.
Demonstrated track record of scaling revenue from $20M to $100M+ ARR across hybrid Federal and Commercial markets.
Extensive experience selling into the U.S. Federal Government (Department of Defense, Civilian Agencies, Intelligence Community) and Fortune 500 commercial accounts.
Deep knowledge of public sector compliance requirements (FedRAMP, NIST, FAR/DFARS, CMMC).
Proven success managing multi-tier channel, partner, and Systems Integrator networks.
Proven success managing sales teams, establishing enablement metrics (KPIs), structuring compensation plans, and overseeing CRM operations.

Preferred Qualifications:

Advanced degree (MBA or equivalent).
Proven track record expanding early-stage accounts into enterprise clients and directing inside sales teams to drive software sales into existing contracts.
Deep expertise in modern enterprise selling methodologies (e.g., MEDDPICC, Value Selling).

Clearance Requirements:

Must have a current/active TS/SCI security clearance with the ability to obtain a polygraph.

Physical Requirements:

Must be able to remain in a stationary position 50%. Needs to occasionally move about inside the office to access file cabinets, office machinery, etc. Frequently communicates with co-workers, management, and customers, which may involve delivering presentations. Must be able to exchange accurate information in these situations

The projected compensation range for this position is $165,900.00-$297,100.00. There are differentiating factors that can impact a final salary/hourly rate, including, but not limited to, Contract Wage Determination, relevant work experience, skills and competencies that align to the specified role, geographic location (For Remote Opportunities), education and certifications as well as Federal Government Contract Labor categories. In addition, MANTECH invests in its employees beyond just compensation. MANTECH’s benefits offerings include, dependent upon position, Health Insurance, Life Insurance, Paid Time Off, Holiday Pay, short-term and long-term Disability, Retirement and Savings, Learning and Development opportunities, wellness programs as well as other optional benefit elections.

MANTECH considers all qualified applicants for employment without regard to disability or veteran status or any other status protected under any federal, state, or local law or regulation.

If you need a reasonable accommodation to apply for a position with MANTECH, please email us at [email protected] and provide your name and contact information.

About the Company

ManTech

Government cybersecurity, analytics, and IT services

ManTech provides technology and services to U.S. government customers in defense, intelligence, and federal civilian agencies. It delivers cybersecurity, data analytics, enterprise IT, logistics, intelligence lifecycle support, software development, systems engineering, mission operations, security, and training through government contracts that span strategy to operations with strict security compliance. Its differentiators include a national-security focus, end-to-end capabilities, long-term high-value contracts, and emphasis on specialized talent. The company aims to help government agencies modernize and protect critical infrastructure while pursuing sustainable growth and profitability.

Company size: 10,001+
Company stage: IPO
Headquarters: Herndon, VA
Founded: 1968

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