Federal Sales Director (FED/CIV)
Claroty
Description
Federal Sales Director, Fed/CIV
We’re growing and looking to hire a Federal Sales Director who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.
Claroty’s Public Sector practice is rapidly expanding to secure the mission-critical systems that our society’s safety and stability depend on. We are looking for mission-driven professionals who want to join a high-growth team dedicated to protecting critical infrastructure and ensuring essential services remain resilient and uninterrupted.
About the Role:
The Federal Civilian Sales Director acts as a strategic leader responsible for driving revenue growth and expanding Claroty’s footprint within U.S. federal civilian agencies, such as DHS, DOS, and GSA. This role involves executing “land-and-expand” campaigns to secure critical infrastructure and cyber-physical systems (XIoT) while managing relationships with key channel partners and systems integrators like Carahsoft and Deloitte. Additionally, the director works closely with sales engineering teams to move opportunities from proof-of-concept to full deployment, ensuring the company meets or exceeds its Annual Recurring Revenue (ARR) targets.
Location: Washington D.C.
Responsibilities
As a Federal Sales Director, your impact will be:
- Generating qualified meetings with multiple stakeholders and generating scoped pipeline opportunities
- Execute land-and-expand campaigns, from POC to large deployments
- Deliver successfully on ARR revenue targets with a focus on exceeding annual quota
- Meet, Interact, and present face-to-face with prospects at various levels and create multi-tier relationships with potential customers
- Identify and capture new leads, including customer opportunity cultivation. Summarize opportunities for internal review as well as entry into CRM
- Analyze and articulate new business opportunities in terms of deal size, key customer players, decision-makers, contract vehicles, and the detailed path to secure the deal
- Develop, maintain, and coordinate with appropriate strategic partners on emerging customer requirements, concerns, and opportunities
- Identify key conferences and trade shows within the territory to attend as appropriate. Work with the marketing department to develop FED-focused messaging
Requirements
What you need to succeed in this role:
- 5+ years of Direct Sales experience selling into FED CIV with emphasis on the cabinet level agencies: DHS, DOS, GSA, DOT, USTD, HSS, GAO and DOI.
- 6-9 years of related experience within the federal sector
- Experience in selling SaaS Network Security products, working with global teams at a Cybersecurity company
- Motivated hunter ready for the fast-paced environment of a growing public sector entity
- Broad understanding of the government acquisition process, specifically the government's IT acquisition process including the following contract vehicles: SEWP, GSA, ITES, ESI, GWACs, IDIQs, and OTAs
- Knowledge of distribution partners such as Carahsoft, Vertosoft, and DLT as well as VAR partners such as SHI, Optiv, CDWG, WWT, etc.
- Experience working with System Integrators such as Deloitte, Accenture, Booz Allen Hamilton, GDIT, etc.
- Established contacts within Federal Government Agencies
About Claroty
Claroty has redefined cyber-physical systems (CPS) protection with an unrivaled industry-centric platform built to secure mission-critical infrastructure. The Claroty Platform provides the deepest asset visibility and the broadest, built-for-CPS solution set in the market comprising exposure management, network protection, secure access, and threat detection – on-premise with Claroty Continuous Threat Detection (CTD) or in the cloud with Claroty xDome. Backed by award-winning threat research and a breadth of technology alliances, The Claroty Platform enables organizations to effectively reduce CPS risk, with the fastest time-to-value and lower total cost of ownership. Claroty is deployed by hundreds of organizations at thousands of sites globally. The company is headquartered in New York City with U.S. Federal headquarters in Northern Virginia. To learn more, visit clarotygov.us.
A Great Place to Work® certified company, Claroty is headquartered in New York City with employees across the world. The company is widely recognized as the industry leader in CPS protection, with backing from the world’s largest investment firms and industrial automation vendors, named a Leader in The Forrester Wave™: IoT Security Solutions, Q3 2025, recognized by KLAS Research as Best in KLAS for Healthcare IoT Security five years in a row, and ranking on the Forbes Cloud 100 and Deloitte Technology Fast 500 for multiple consecutive years.
Expected compensation for the role is between $300-$350k OTE. This is a good faith estimate but does not include equity, bonus, or other forms of payment. Pay will be determined by experience level, but those outside the salary band are welcome to apply.
Claroty is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases.
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