Director of Federal Sales

Summary

Director, Federal Sales

Department of War | Targeting, Investigations & Cyber

Location: McLean, VA | Hybrid, National Capital Region

Travel: 30–50%

About Rilian

Rilian is an agentic systems integrator and technology provider founded by cybersecurity and intelligence practitioners. Our mission is to enhance global security by maximizing the effectiveness of cyber and intelligence capabilities across the United States and its closest allies.

Our flagship product, Caspian, is an agentic orchestration platform that connects existing tools, data, and workflows through a single interface. Deployable on-premises, in the cloud, or fully air-gapped, Caspian enables operators to work more efficiently through AI-powered agents and auditable workflows.

We build technology for the analysts, agents, and operators who protect national security—and we're looking for people who understand their missions.

About the Role

We're seeking a Director, Federal Sales to drive new business across three Department of War (formerly Department of Defense) mission areas: targeting and intelligence support, investigations and counterintelligence, and cyber operations and defense.

This is a senior, quota-carrying individual contributor role focused on originating and closing complex, multi-year defense technology transactions.

You'll develop relationships and pursue opportunities across the Military Departments, combatant commands, defense agencies, and intelligence enterprise, including organizations such as SOCOM, USCYBERCOM, DIA, NSA, DC3, and military criminal investigative organizations.

As an early member of our government sales organization, you'll have significant ownership over market strategy, customer relationships, and the development of a repeatable federal sales motion. You'll work directly with company leadership, product, and engineering to turn mission needs into funded programs.

What You'll Do

• Drive revenue: Build and own a qualified pipeline, originate new opportunities, and close complex, multi-year defense technology transactions.
• Develop account strategy: Lead go-to-market, account planning, and capture strategies across assigned mission areas, identifying operational requirements, sponsors, and funding sources.
• Navigate acquisition: Identify and shape procurement pathways, including Other Transaction Agreements, Commercial Solutions Openings, and other rapid acquisition vehicles. Drive pilots and prototypes toward production contracts and programs of record.
• Build senior relationships: Engage mission owners, program executives, SES civilians, and senior military leaders to identify opportunities and position Rilian as a trusted technology partner.
• Expand the ecosystem: Develop strategic relationships with prime contractors, systems integrators, cloud providers, and other defense industry partners.
• Shape the solution: Collaborate with product and engineering to translate customer requirements into Caspian use cases, integrations, and multi-year technology roadmaps.
• Build the playbook: Establish scalable approaches to pipeline qualification, forecasting, pricing, teaming, and pursuit strategy as our government business grows.

Required Qualifications

• 8+ years of enterprise software or technology sales experience, including 5+ years selling into the Department of War/DoD, Intelligence Community, or federal systems integrators.
• Demonstrated success originating and closing complex, multi-year, net-new business, with a documented record of quota attainment.
• Direct experience navigating at least one federal acquisition pathway, such as CSO, OTA, Software Acquisition Pathway, SBIR Phase II/III, or Tradewinds.
• Mission knowledge in at least one of the following: targeting and intelligence, investigations and counterintelligence, or cyber operations and defense.
• Strong understanding of defense procurement, funding, and acquisition processes, including PPBE, IDIQ/GWAC vehicles, FAR/DFARS, and rapid acquisition pathways.
• Ability to engage senior defense stakeholders, understand operational challenges, and translate technical capabilities into mission value.
• Active Top Secret clearance with the ability to obtain TS/SCI.
• U.S. citizenship and residence in the National Capital Region.

Preferred Qualifications

• Prior military, intelligence, or federal mission experience in targeting, investigations, or cyber operations.
• Established relationships across defense, intelligence, and national security organizations.
• Experience transitioning pilots or prototypes into funded production programs.
• Background selling cybersecurity, AI/ML, systems integration, or enterprise data platforms into national security environments.
• Experience

Job Description

Director, Federal Sales

Department of War | Targeting, Investigations & Cyber

Location: McLean, VA | Hybrid, National Capital Region

Travel: 30–50%

About Rilian

Rilian is an agentic systems integrator and technology provider founded by cybersecurity and intelligence practitioners. Our mission is to enhance global security by maximizing the effectiveness of cyber and intelligence capabilities across the United States and its closest allies.

Our flagship product, Caspian, is an agentic orchestration platform that connects existing tools, data, and workflows through a single interface. Deployable on-premises, in the cloud, or fully air-gapped, Caspian enables operators to work more efficiently through AI-powered agents and auditable workflows.

We build technology for the analysts, agents, and operators who protect national security—and we're looking for people who understand their missions.

About the Role

We're seeking a Director, Federal Sales to drive new business across three Department of War (formerly Department of Defense) mission areas: targeting and intelligence support, investigations and counterintelligence, and cyber operations and defense.

This is a senior, quota-carrying individual contributor role focused on originating and closing complex, multi-year defense technology transactions.

You'll develop relationships and pursue opportunities across the Military Departments, combatant commands, defense agencies, and intelligence enterprise, including organizations such as SOCOM, USCYBERCOM, DIA, NSA, DC3, and military criminal investigative organizations.

As an early member of our government sales organization, you'll have significant ownership over market strategy, customer relationships, and the development of a repeatable federal sales motion. You'll work directly with company leadership, product, and engineering to turn mission needs into funded programs.

What You'll Do

• Drive revenue: Build and own a qualified pipeline, originate new opportunities, and close complex, multi-year defense technology transactions.
• Develop account strategy: Lead go-to-market, account planning, and capture strategies across assigned mission areas, identifying operational requirements, sponsors, and funding sources.
• Navigate acquisition: Identify and shape procurement pathways, including Other Transaction Agreements, Commercial Solutions Openings, and other rapid acquisition vehicles. Drive pilots and prototypes toward production contracts and programs of record.
• Build senior relationships: Engage mission owners, program executives, SES civilians, and senior military leaders to identify opportunities and position Rilian as a trusted technology partner.
• Expand the ecosystem: Develop strategic relationships with prime contractors, systems integrators, cloud providers, and other defense industry partners.
• Shape the solution: Collaborate with product and engineering to translate customer requirements into Caspian use cases, integrations, and multi-year technology roadmaps.
• Build the playbook: Establish scalable approaches to pipeline qualification, forecasting, pricing, teaming, and pursuit strategy as our government business grows.

Required Qualifications

• 8+ years of enterprise software or technology sales experience, including 5+ years selling into the Department of War/DoD, Intelligence Community, or federal systems integrators.
• Demonstrated success originating and closing complex, multi-year, net-new business, with a documented record of quota attainment.
• Direct experience navigating at least one federal acquisition pathway, such as CSO, OTA, Software Acquisition Pathway, SBIR Phase II/III, or Tradewinds.
• Mission knowledge in at least one of the following: targeting and intelligence, investigations and counterintelligence, or cyber operations and defense.
• Strong understanding of defense procurement, funding, and acquisition processes, including PPBE, IDIQ/GWAC vehicles, FAR/DFARS, and rapid acquisition pathways.
• Ability to engage senior defense stakeholders, understand operational challenges, and translate technical capabilities into mission value.
• Active Top Secret clearance with the ability to obtain TS/SCI.
• U.S. citizenship and residence in the National Capital Region.

Preferred Qualifications

• Prior military, intelligence, or federal mission experience in targeting, investigations, or cyber operations.
• Established relationships across defense, intelligence, and national security organizations.
• Experience transitioning pilots or prototypes into funded production programs.
• Background selling cybersecurity, AI/ML, systems integration, or enterprise data platforms into national security environments.
• Experience