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Job description
ControlCase is seeking a Director of Sales – Federal to lead and scale a sales team focused on cybersecurity compliance and certification services for organizations operating in regulated federal environments.
This role will drive revenue growth across CMMC, FedRAMP, NIST 800-171, MARS-E, and other Federal-related compliance services by managing enterprise sales executives and developing strategic sales initiatives targeting government contractors, cloud service providers, and regulated technology organizations.
The Director will be responsible for team performance, pipeline growth, forecasting accuracy, and strategic account development, while partnering with marketing, compliance experts, and executive leadership to expand ControlCase’s federal compliance practice.
Key Responsibilities
Lead, coach, and manage a team of enterprise sales executives focused on federal compliance services
Establish quotas, pipeline expectations, and sales performance metrics
Conduct regular pipeline, deal strategy, and forecasting reviews
Ensure disciplined CRM (Salesforce) usage and forecasting accuracy
Revenue Growth
Drive revenue across ControlCase’s federal compliance services, including:
CMMC readiness and C3PAO certification assessments
FedRAMP readiness and 3PAO security assessments
NIST 800-171 readiness and compliance programs
MARS-E security and privacy assessments
Target customers and partners include:
Government contractors requiring NIST 800-171 compliance
Healthcare and marketplace technology providers are subject to MARS-E
ITSP, MSP, and technology partners who would share in a “sell-with” mission
Strategic Sales Execution
Build account strategies for enterprise and federal customers
Develop sales plays for organizations preparing for regulatory certification
Drive pipeline growth through direct sales, partner channels, and strategic alliances
Collaborate with marketing on campaigns targeting federal compliance buyers
Work to expand product and service footprint with required, non-federal services
Partner & Ecosystem Development
Develop relationships with:
Managed Service Providers (MSPs)
Government contracting consultants
System integrators and advisory firms
Build referral and channel partnerships to expand federal compliance opportunities
Qualifications
Required
5+ years of enterprise technology or cybersecurity sales experience
5+ years successfully managing high-performing sales teams
Proven track record of exceeding revenue targets
Experience selling cybersecurity, compliance, or risk management services
Experience selling into government contractors or regulated industries
Strong understanding of federal cybersecurity frameworks, including CMMC, FedRAMP, or NIST standards
Preferred
Experience selling audit, certification, or assessment services
Knowledge of the Defense Industrial Base (DIB) ecosystem
Familiarity with CMMC certification processes or FedRAMP authorization
Existing relationships within GovCon, MSP, or federal technology ecosystem
Experience in RFP responses
Key Success Metrics
Pipeline coverage and forecast accuracy
Revenue growth across federal compliance service lines
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Worksite address
fairfax, VA, 22032, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.