Director, Federal Sales

Our Company:

IDI is a division of red violet, a publicly traded data and analytics company (NASDAQ: RDVT). At red violet, we build proprietary technologies and apply analytical capabilities to deliver comprehensive identity intelligence. Our technology powers critical solutions, which empower organizations to operate with confidence. Our solutions enable the real-time identification and location of people, businesses, assets, and their interrelationships. These solutions are used for purposes including risk mitigation, due diligence, fraud detection and prevention, regulatory compliance, and marketing. We are dedicated to making the world a safer place and reducing the cost of doing business. We do this by hiring and retaining the most talented and enthusiastic team possible that is highly focused on our customers’ success.

IDI has a fast-paced, entrepreneurial culture with a passion for technology and identity data innovation. The executive leadership of IDI developed the data fusion industry, creating early-generation businesses which were acquired by current industry leaders for an amount in excess of $1 billion. We continually invest in enhancing the industry’s most powerful technology and comprehensive identity data assets that enable organizations to make better decisions across the customer lifecycle. 

The Role:

We are seeking an experienced and strategic leader to join our team as the Director, Federal Public Sector (Direct Sales). In this senior leadership role, you will be responsible for developing, managing, and executing strategies to acquire, expand, and maintain federal government business. The ideal candidate will be based out of the Washington DC area,  bring a deep understanding of the federal procurement process, established relationships with key government stakeholders, and a proven history of leading high-performing sales teams in the public sector.

What You Will Do:

Sales Leadership & Strategy:

• Develop and implement comprehensive sales strategies to target federal agencies, drive revenue growth, and secure long-term contracts.
• Identify new business opportunities and key government procurement projects through market analysis, competitive intelligence, and networking.
• Oversee the entire sales process, from prospecting and proposal development to contract negotiation and closing deals.
• Opportunity to eventually lead and manage a team of federal sales professionals, providing guidance, coaching, and performance management to drive success across the team.

Federal Account Acquisition & Relationship Management:

• Cultivate and maintain strong relationships with key decision-makers, procurement officers, and senior leadership within federal agencies.
• Tailor sales approaches to the unique needs and requirements of federal government clients, ensuring compliance with relevant regulations and procurement processes.
• Build a robust sales pipeline and drive engagement with federal agencies to win new contracts and expand existing relationships.

Proposal Development & Government Procurement:

• Collaborate closely with internal teams, including proposal managers, legal, and product specialists, to develop competitive, compliant proposals for federal contracts.
• Ensure the sales team is effectively navigating the complexities of federal procurement processes, including RFPs, RFIs, and contract negotiations.
• Provide leadership during the response to government solicitations, ensuring accuracy, compliance, and the presentation of compelling value propositions.

Sales Team Performance & Reporting:

• Monitor sales team performance against federal sales targets, adjusting strategies and tactics as needed to ensure goals are met or exceeded.
• Provide timely and accurate sales forecasts, pipeline management reports, and other key performance metrics to senior leadership.
• Develop and implement best practices for the sales team, focusing on efficiency, compliance, and sales excellence.

Market Intelligence & Industry Engagement:

• Stay informed on changes in federal government policies, procurement regulations, and emerging trends in the public sector.
• Attend industry events, conferences, and government-related forums to expand the company's presence, network with key stakeholders, and gain market intelligence.
• Leverage government and industry relationships to identify new business opportunities and stay ahead of competitors.

Customer Retention & Upselling:

• Build strong post-sale relationships with federal clients, ensuring continued satisfaction and support.
• Identify and act on opportunities for upselling additional products, services, or solutions to existing federal accounts.

What You Bring:

• Bachelor’s degree in business, Marketing, or a related field (MBA preferred).
• 10+ years of experience in public sector sales, with a minimum of 5 years focused specifically on federal direct sales.
• In-depth knowledge of the federal procurement process, including familiarity with FAR (Federal Acquisition Regulation), GSA schedules, and other government contracting vehicles.
• Proven success in leading sales teams that consistently exceed federal revenue targets.
• Strong relationships with key federal government decision-makers and stakeholders.
• Exceptional communication, negotiation, and presentation skills, with the ability to influence senior executives.
• Aptitude to understand complex federal government needs and tailor solutions that align with agency priorities and budgets.
• Strong analytical and problem-solving skills, with a focus on results and navigating obstacles in the sales process.
• Expertise in CRM software, (e.g., Salesforce, HubSpot) and Microsoft Office Suite.
• Travel expectations: Around 25% for client meetings, conferences, and industry events.

What We Offer: 

IDI offers excellent benefits including opportunity for stock (RSU) grants, a 401K and generous company match, flexible PTO policy, medical, dental and vision coverage, commuter benefits, in-office healthy snacks, team events and more.

IDI is proud to be an equal opportunity employer.