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Senior Sales Director - Federal Defense and Intelligence

Sales Washington D.C., District Of Columbia Remote, United States

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Description

At Gigamon, our purpose is to protect the hybrid networks and data of the largest, most complex organizations on the planet. Certified as a Great Place to Work, we offer a deep observability pipeline that efficiently delivers network-derived intelligence to cloud, security, and observability tools. This helps our customers to eliminate security blind spots, optimize network traffic, and dramatically reduce tool cost and complexity, enabling them to better secure and manage their hybrid cloud infrastructure. Gigamon has served more than 4,000 customers worldwide, including over 80 percent of Fortune 100 enterprises, 9 of the 10 largest mobile network providers, and hundreds of governments and educational organizations.
As a Senior Sales Director within our Federal Defense and Intelligence team, you will lead a high-performing sales organization focused on expanding Gigamon’s presence with key Defense and Intelligence agencies. You will set the strategic direction for the team, drive growth initiatives, and ensure alignment with company objectives. This role offers the opportunity to make a significant impact by deepening customer relationships, delivering ambitious revenue targets, and collaborating cross-functionally to support Gigamon’s federal sector strategy.
What you’ll do:
  • Lead, mentor, and develop a sales team focused on Department of Defense and Intelligence agency accounts, ensuring achievement of booking and performance targets.
  • Set and execute a regional business plan aligned with Gigamon’s strategic objectives, driving new and existing sales opportunities.
  • Accurately forecast sales performance using Salesforce and deliver reliable pipeline and booking projections.
  • Build and manage key account relationships, supporting partnership strategies, and ensuring exceptional customer engagement.
  • Collaborate with Channel, Product, Sales Engineering, and Field Marketing teams to develop and execute regional strategies and generate sufficient pipeline to meet or exceed quarterly targets.
  • Coordinate internal resources to support sales efforts, including product management and technical support, and represent Sales on cross-functional teams to influence product development.
  • Provide market and competitive insights to inform organizational strategy and product expansion.
  • Attend Defense conferences and engage with industry peers and client leadership.
  • Work with ecosystem partners to drive joint sales tactics with customers.
What you’ve done:
  • 15+ years of technology sales experience, including 5+ years managing quota-carrying teams serving Defense and Intelligence accounts.
  • Demonstrated success in hiring, coaching, and leading high-performing sales teams to exceed goals.
  • Proven experience developing and executing sales strategies for Defense clients and selling to large Federal customers.
  • Strong track record building relationships with Defense-focused channel partners and accurately forecasting sales commitments.
  • Formal sales training (e.g., MEDPICC) and experience running Sales Team Meetings and QBRs.
  • Active Top Secret Clearance is highly preferred.
  • Based in the Washington D.C. Metro Area preferred.
Who you are:
  • Strategic, results-driven leader with a passion for mentoring and developing teams.
  • Self-starter who thrives in fast-paced, high-growth environments and takes initiative to drive business outcomes.
  • Collaborative team player who excels at building relationships across functions and leveraging peer networks.
  • Innovative problem-solver with strong organizational and communication skills.
  • Adaptable and resilient, able to scale with the company and effectively marshal resources from geographically dispersed teams.
The base salary compensation range targeted for this role is $184,000 to $230,000, with the opportunity to earn an annual bonus or commission (subject to the terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices.

As an equal opportunity employer, all applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, national origin, age, sexual orientation, disability, veteran status, genetic information, or any other protected characteristic under applicable federal, state, and/or local law. For more information, please refer to Know Your Rights: Workplace Discrimination is Illegal.

We are committed to providing reasonable accommodation for all qualified individuals with disabilities. If you require a reasonable accommodation, please contact us at (669) 240-2248.

If your experience and skills closely match our job description but may not necessarily fulfill all requirements, please still apply. Gigamon is on a continued mission to grow and scale an innovative organization. We believe this is best achieved by hiring, celebrating, and respecting people with diverse backgrounds, skills, perspectives, and experiences.

The privacy rights of all individuals including job applicants and candidates are very important to us. Our Gigamon Applicant Privacy Policy, will inform you about how Gigamon Inc. and its direct and indirect subsidiaries collect, use, store, or otherwise process personal information about job applicants and candidates, including through your access and/or use of our careers website and third-party job websites (e.g. LinkedIn, Indeed, Glassdoor, Naukri, etc.).

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