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
Sales Leadership
- 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:
- Defense Industrial Base (DIB) contractors
- Cloud Service Providers pursuing FedRAMP authorization
- 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
- Technology partners
- 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
- Team quota attainment
- Pipeline coverage and forecast accuracy
- Revenue growth across federal compliance service lines
- Strategic account expansion
- Partner-driven pipeline generation