Director of Federal Sales

About Base Operations

Base Operations is a high-growth threat intelligence platform that decodes the world's threat landscape into actionable security insights. Trusted by Fortune 500 companies and the U.S. Department of Defense, the platform empowers security teams to assess threats, manage risk, and make data-driven decisions using granular, street-level intelligence at global scale.

Built by startup founders, technologists, and national security experts, Base Operations combines cutting-edge AI, geospatial analytics, and a proprietary global threat model to deliver clarity in an increasingly complex security environment.

Position Overview

As the first Director of Federal Sales, you will lead strategy and execution bringing Base Operations' security intelligence platform to the Department of Defense, Intelligence Community, and Department of Homeland Security. Reporting directly to the CEO, you will own the federal sales strategy end-to-end with full autonomy and executive backing.

Key Responsibilities

• Market Strategy: Build and maintain a robust pipeline of federal opportunities across DoD, IC, and DHS. Assess and prioritize entry points including DIU, DEFENSEWERX, and HSWERX innovation pathways. Shape opportunities early by engaging program offices and mission owners before requirements are finalized.
• Business Development: Lead high-level strategic engagement with senior decision-makers at the Pentagon and Capitol Hill. Navigate federal acquisition pathways and drive campaigns that open doors with key stakeholders.
• Positioning & Messaging: Craft positioning that resonates with diverse federal audiences, connecting every conversation to mission needs and security imperatives.
• Thought Leadership: Represent Base Operations as a product evangelist at conferences, industry forums, and policy events, establishing credibility across the federal landscape.
• Team Coordination: Manage and coordinate outsourced proposal writers, government affairs consultants, and lobbyists to ensure unified, targeted efforts toward winning critical contracts.

What You Bring

This role requires deep experience in federal sales, government relations, or defense contracting. You should demonstrate a track record closing complex, high-value deals with U.S. government agencies, strong understanding of acquisition pathways and compliance requirements, and an ability to navigate stakeholder ecosystems at strategic levels.

Salary Disclosure: The employer did not publish compensation. The estimated salary range of $70,000–$120,000 USD annually is an editorial market estimate based on role level, industry, and location, not an employer-provided figure. Actual compensation may vary significantly by candidate experience, qualifications, location, and market conditions.