Why This Job is Featured on The SaaS Jobs
This Director of Sales, Federal role stands out because it sits at the intersection of SaaS go to market execution and public sector compliance driven buying. The listing signals a company translating FedRAMP investment into adoption, which is a distinct SaaS motion where security posture, procurement pathways, and product credibility directly shape revenue outcomes. It also reflects a builder phase within a federal segment, with explicit attention to coverage, partner routes, and expansion from civilian agencies toward DoD and IC.
From a SaaS career perspective, the position offers practice in building a repeatable revenue engine in a market defined by long sales cycles and multi stakeholder consensus. Ownership of operating rhythm, forecasting discipline, and channel and SI leverage maps well to senior commercial leadership across SaaS, especially where platform value must be articulated alongside risk reduction and operational impact. Cross functional work with product, compliance, solutions engineering, and customer success mirrors how mature SaaS organizations coordinate to win and retain complex accounts.
This role fits a sales leader who prefers high ownership and hands on coaching, and who is motivated by structured execution rather than pure relationship selling. It will suit someone comfortable navigating ambiguity, partnering across functions, and engaging both direct and ecosystem led motions in regulated environments.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About the Role
NinjaOne is seeking an experienced Director of Federal Sales to lead and scale our fast growing, early-stage Federal sales business across Federal Civilian, channel and Systems Integrators while growing prudently in to the DoW/IC markets. This leadership role is critical to accelerating our Federal go-to-market strategy, translating our FedRAMP investment into meaningful market traction, and building a durable growth engine within Public Sector. As the Director, you will lead a team of 5+ Federal Account Executives and own the implementation of strategy, execution, and operating rhythm of the Federal business. You will be responsible for shaping coverage, driving pipeline and forecast discipline, strengthening our partner ecosystem through partnership with our channel team. Your work will be integral in expanding NinjaOne’s footprint across agencies, contract vehicles, and strategic federal buying paths. This is a high-ownership builder role for a Federal sales leader who knows how to develop talent, navigate complexity, and create momentum in a market with significant long-term upside. You will partner closely with leadership across business segments to ensure alignment across the broader Public Sector motion, while working cross-functionally with Product, Solutions Engineering, Compliance, Channel, Marketing, Customer Success, and executive leadership to drive growth.
Location - Remote in Virginia or Maryland only.
What You’ll Be Doing
- Player/Coach as you help build and lead a team of ~5 Federal Account Executives of varying experience levels, setting a high bar and leading by example with professionalism and expert sales execution
- Partner to build a successful sales team focused on Federal Civilian, Systems Integrators and Channel and expanding quickly in DoW followed by IC
- Help establish and implement long term strategy for the Federal team while conditioning ongoing territory planning, pipeline scrubs, opportunity progress and ensuring forecast rigor
- Drive strategic account planning across federal agencies, defense organizations, and FSIs to expand NinjaOne’s market presence and create durable growth
- Partner closely with SLED sales leadership and other business segments to ensure aligned Public Sector strategy, shared market insight, and coordinated coverage where appropriate
- Translate FedRAMP authorization into accelerated federal adoption, multi-year contracts, expanded agency footprint, and stronger partner engagement
- Build and strengthen relationships with Federal Systems Integrators, channel partners, resellers, and strategic ecosystem players to expand routes to market and increase federal reach
- Support and influence contract vehicle strategy, procurement motions, and purchasing paths, including GSA, NASA SEWP, and an overall increase in participation in SBIR and OTA contracts
- Serve as the senior escalation point and strategic leader on complex federal opportunities, helping the team navigate deal strategy, procurement complexity, stakeholder alignment, negotiation, and close planning
- Drive Fed AE collaboration with the broader team of Product, Solutions Engineering, Compliance, Marketing, Customer Success, and executive leadership to remove blockers, shape federal strategy, and reduce sales cycle
- Hire, onboard, and retain top federal talent while setting the example for professionalism, accountability and team-work
- Regularly report on team and individual performance, market traction, pipeline quality, partner impact, and forecast accuracy
- Other duties as needed
About You
- 10+ years of experience in IT endpoint technology or SaaS sales, including meaningful experience leading Federal sales teams and owning Federal go-to-market motions
- Experience selling into Federal Civilian, DoD, Intelligence, and FSI environments, with a strong understanding of how those buying paths differ
- Proven ability to manage, coach, and develop Federal sellers while driving performance, accountability, and consistency across a team environment
- Demonstrated success owning meaningful Federal revenue targets and driving growth through direct sales, partner channels, and long-cycle strategic deals
- Strong understanding of Federal procurement processes, partner ecosystems, and contract vehicles, with experience navigating complex federal purchasing paths
- Deep familiarity with all aspects of federal contracting vehicles
- Experience working with Federal Systems Integrators and channel partners to build influence, access, and revenue opportunities
- Experience selling endpoint solutions, IT operations software, or similar technologies is highly preferred
- Substantial background in relevant computer technology concepts, with the ability to credibly lead conversations around technical value, security, and operational outcomes in Federal environments
- Strong sales leadership and negotiation skills, with the ability to drive strategy and support teams in complex environments
- Deep experience leveraging CRM and sales engagement tools such as Salesforce and Salesloft to support forecasting accuracy, pipeline health, and performance insights
- Excellent communication and stakeholder management skills, with the ability to influence cross-functional leaders and represent the business credibly with government stakeholders, partners, and internal executives
- Highly organized, adaptable, and effective in ambiguous and evolving federal environments
- You align with our values Curiosity, Integrity, Kindness, Humility, Builders and are committed to creating an environment where these values flourish in our teams
- Bachelor’s degree preferred
- Ability to obtain security clearance if needed, TS/SCI
NinjaOne unifies IT to simplify work for more than 35,000 customers in 140+ countries.
The NinjaOne Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency, increase resilience, and reduce spend. By automating IT and managing all endpoints, organizations give employees a great technology experience at work.
NinjaOne is obsessed with customer success and has retained a 98% customer satisfaction score for more than 5 years.
We are a collaborative, kind, and curious community.
We honor your flexibility needs with full-time work that is hybrid remote.
We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.
We help you prepare for your financial future with our 401(k) plan.
We prioritize your work-life balance with our unlimited PTO.
We reward your work with opportunity for growth and advancement.
This position is NOT eligible for Visa sponsorship.
Starting pay for the successful applicant depends on a variety of job-related factors, including but not limited to location, market demands, experience, job-related knowledge, and skills. The benefits available for this position include medical, dental, vision, 401(k) plan, life insurance coverage and PTO. For roles based in Maryland, the base salary hiring range for this position is $200,000 per year with On Target Earnings of $400,000 per year.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment.
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