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, Base Operations empowers security teams to assess threats, manage risk, and make data-driven decisions using granular, street-level intelligence at global scale.

Backed by top-tier investors and built by startup founders, technologists, and national security experts, Base Operations combines cutting-edge AI, geospatial analytics, and BaseEngine—our proprietary global threat model. We deliver the clarity decision-makers need in an increasingly complex security environment, transforming reactive security into proactive intelligence.

Position Overview

As our first Director of Federal Sales, you will lead strategy and execution bringing our security intelligence platform to the Department of Defense, Intelligence Community, and Department of Homeland Security. This high-visibility role reports directly to the CEO with autonomy, resources, and executive backing to define how Base Operations becomes a trusted partner across the federal landscape.

You will own federal sales strategy end-to-end: sizing markets, identifying opportunities, mapping stakeholder constellations, setting timelines, and driving campaigns that open doors. Your responsibilities span high-level strategic engagement to direct business development—holding meetings with senior decision-makers, navigating acquisition pathways, and representing Base Operations as a thought leader at conferences and policy events.

Key Responsibilities

• Market Strategy & Opportunity Shaping: Build and maintain a robust pipeline of federal opportunities across DoD, IC, and DHS. Assess entry points including DIU, DEFENSEWERX, and HSWERX pathways. Shape opportunities early by engaging program offices and mission owners before requirements finalization.
• Business Development & Stakeholder Engagement: Conduct discovery with federal buyers to understand mission needs and pain points. Map decision-maker constellations and influence chains. Hold strategic meetings with senior leaders at command and agency levels.
• Sales Campaign Execution: Design and execute integrated campaigns across multiple federal accounts. Coordinate proposal development, manage outsourced proposal writers, and work with government affairs consultants and lobbyists. Ensure unified, targeted efforts toward winning critical contracts.
• Thought Leadership & Market Positioning: Develop positioning that resonates with diverse federal audiences. Represent Base Operations at industry forums, conferences, and policy events. Communicate product value aligned with federal mission priorities and acquisition frameworks.
• Cross-functional Collaboration: Partner with product, marketing, and operations teams to support federal customer needs. Provide market intelligence informing product roadmap and go-to-market strategy.

What We're Looking For

• 10+ years in federal sales, business development, or defense contracting
• Deep understanding of DoD, Intelligence Community, or DHS buying processes and culture
• Track record closing multi-million dollar federal contracts
• Demonstrated success navigating complex stakeholder environments and building executive relationships
• Experience with federal acquisition vehicles (IDIQ, GSA Schedule, SBIR, DIU, other innovation programs)
• Strategic thinking combined with hands-on execution capability
• Excellent communication and presentation skills across technical and non-technical audiences
• Security clearance (Top Secret/SCI preferred but not required)

💰 Compensation not publicly listed. Market estimate for similar roles: from $70K, varying by experience and location.