What are the responsibilities and job description for the Federal Sales Director position at AppGate?
About AppGate:
AppGate is a leading cybersecurity company and pioneer in the Zero Trust Network Access (ZTNA) market focused on providing cutting-edge solutions that protect organizations from evolving threats. Our innovative solutions empower enterprises to secure their digital environments and enable secure access for users, devices, and workloads - anywhere, anytime.
Our mission is to support the warfighter and the national security community, providing trusted access that ensures mission success. AppGate's differentiated approach has made us the preferred solution for large enterprises across key verticals, the US Department of Defense (DoD), and other sophisticated buyers that have no-fail requirements to deliver ZTNA in contested (DDIL) environments.
About The Position
AppGate is experiencing accelerating adoption across the DoD, driven by successful initial sales that are expanding into broader programmatic and enterprise-level deployments. This momentum has translated into a growing pipeline of high‑value opportunities, positioning this role at the center of our next phase of federal growth.
We are looking for a seasoned Federal Sales Directors (focused on the Army, Navy or US Intelligence Community "USIC") to drive AppGate's adoption across defense or intelligence agencies. This role is designed for a senior federal sales leader who wants meaningful earning upside tied directly to deal size and long-term account growth.
The ideal candidate will have a strong sales background with experience selling to DoD or USIC customers, an understanding of federal procurement cycles, and an ability to engage at both technical and executive levels.
As a Federal Sales Director, you will own and grow a high‑value federal territory, driving new logo acquisition and expansion across DoD or USIC agencies with direct accountability for revenue, pipeline, and long‑term account value. You will work closely with AppGate's internal teams, partners, and government stakeholders to articulate our value proposition and help customers achieve their mission objectives through AppGate's security solutions.
Position Responsibilities
AppGate is a leading cybersecurity company and pioneer in the Zero Trust Network Access (ZTNA) market focused on providing cutting-edge solutions that protect organizations from evolving threats. Our innovative solutions empower enterprises to secure their digital environments and enable secure access for users, devices, and workloads - anywhere, anytime.
Our mission is to support the warfighter and the national security community, providing trusted access that ensures mission success. AppGate's differentiated approach has made us the preferred solution for large enterprises across key verticals, the US Department of Defense (DoD), and other sophisticated buyers that have no-fail requirements to deliver ZTNA in contested (DDIL) environments.
About The Position
AppGate is experiencing accelerating adoption across the DoD, driven by successful initial sales that are expanding into broader programmatic and enterprise-level deployments. This momentum has translated into a growing pipeline of high‑value opportunities, positioning this role at the center of our next phase of federal growth.
We are looking for a seasoned Federal Sales Directors (focused on the Army, Navy or US Intelligence Community "USIC") to drive AppGate's adoption across defense or intelligence agencies. This role is designed for a senior federal sales leader who wants meaningful earning upside tied directly to deal size and long-term account growth.
The ideal candidate will have a strong sales background with experience selling to DoD or USIC customers, an understanding of federal procurement cycles, and an ability to engage at both technical and executive levels.
As a Federal Sales Director, you will own and grow a high‑value federal territory, driving new logo acquisition and expansion across DoD or USIC agencies with direct accountability for revenue, pipeline, and long‑term account value. You will work closely with AppGate's internal teams, partners, and government stakeholders to articulate our value proposition and help customers achieve their mission objectives through AppGate's security solutions.
Position Responsibilities
- Drive growth within DoD or USIC agencies, identifying and developing new business opportunities
- Build and execute comprehensive account plans to achieve revenue targets
- Establish and expand strategic relationships with DoD IT leaders, program offices, acquisition teams, and contracting officers
- Manage complex, multi-year sales cycles, including contract negotiations and procurement strategies
- Navigate federal acquisition processes, contract vehicles, and funding cycles to accelerate sales
- Work closely with partners and system integrators to expand market presence
- Maintain a robust sales pipeline and accurately forecast revenue
- Stay up to date on DoD and USIC cybersecurity policies, Zero Trust architectures, and networking security modernization initiatives
- 10 years of experience selling IT solutions to the USIC and Department of Defense (e.g., DISA, Army, Air Force, Navy, USMC, Combatant Commands, etc.)
- A demonstrated desire to support the mission of the warfighter and national security outcomes, with the understanding that AppGate's technology plays a direct role in enabling secure, resilient access for those operating in the most demanding contested environments
- Deep understanding of DoD procurement processes, contract vehicles (e.g., GSA, SEWP, OTAs, BPAs, and IDIQs), and budgeting cycles
- Proven success closing large, complex federal deals involving multiple stakeholders, extended procurement timelines, and seven‑figure‑plus outcomes across DoD or USIC environments
- Knowledge of DoD cybersecurity mandates, Zero Trust Network Access (ZTNA), secure and remote access adoption, and networking/security solutions
- Ability to engage with technical stakeholders, including CIOs, CISOs, program managers, and IT decision-makers
- Strong relationship-building skills and experience working with federal system integrators (FSIs), channel partners, and resellers
- Desire to be part of something disruptive with the ability to make visible and meaningful contributions to AppGate's success
- Comfortable working in a fast paced, less structured, dynamic environment
- Ability to contribute to our culture of hard work and accountability where we treat each other as family with a "win together" attitude
- Ability to travel as needed to support sales objectives
- TS/SCI clearance (preferred but not required)