Director, Defense Sales

Company Description

Govini is a data and analytics firm dedicated to transforming the business of national security through data science and machine learning. Through its analytic platform, Govini delivers objective, decision-grade information at scale to the U.S. national security enterprise, so that leaders can better direct investments to innovation and modernization. Govini has offices in Arlington, Virginia, San Francisco, California, and Pittsburgh, Pennsylvania.

Job Description

As a member on our Sales team, you will develop, qualify, and sell Govini products and services, and maintain sales relationships across the national security sector of the U.S. Federal Government. You have the ability to make an immediate and measurable impact on top-line revenue growth for the business, while doing work that matters to the Nation.

Scope of Responsibilities

• Own end-to-end new business opportunities, from creating leads to closing deals

• Independently source, shape, and properly qualify new business opportunities

• Manage complex sales cycles from opportunity identification to contract close for multiple opportunities simultaneously

• Develop, maintain, and execute against account plans for national security clients and prospects

• Present business solutions at the executive level and evangelize Govini throughout the Federal/national security marketplace

• Define and present compelling, customized value propositions and demonstrate Govini technology and solutions to prospects and clients

• Win. A lot.

• Utilize Salesforce to manage all aspects of prospecting, opportunity management, forecasting, client communications, contacts, activities, and tasks

Qualifications

You are a “Purple Squirrel” – the elusive professional every company is looking for, but for whom not every company is a fit. You are a natural leader. You can paint a picture that excites people and compels them to work with Govini. You’re good at selling, and everyone knows it. You have a strong and successful track record of effectively selling technology to government, particularly the national security enterprise. You have strong business acumen, and both a passion and aptitude for technology. Your last company would describe you as a secret weapon. Nothing less than your best will do.

U.S. Citizenship is required.

Required Skills

• History of selling technology directly to Government, preferably within DoD or other national security clients

• Minimum 5 years experience of meeting and exceeding revenue goals in a technology sales environment, personally closing large and complex deals

• Proven success at new account development

• Exceptional verbal and written communication skills

• Willingness to work hard, be strategic, and do the right thing for the business

• Ability to work in a fast-paced, changing environment

• Bachelor’s degree

Desired Skills

• Familiarity with the DoD Planning, Programming, Budgeting, and Execution (PPBE) processes (particularly budgeting, acquisition, and procurement processes)

• Current possession of a U.S. security clearance or the ability to obtain one

• Experience in or exposure to the nuances of a startup or other entrepreneurial environment

• Experience with Salesforce CRM

We firmly believe that past performance is the best indicator of future performance. If you meet the qualifications above, and you’re prepared to exceed expectations, while performing complex, mentally rigorous work, we’re eager to hear from you.

Press

“Some of the biggest government contractors are looking to Silicon Valley for help winning new contracts. Big data analytics company Govini is promising companies better analytics geared toward identifying new opportunities to win work.” – Washington Post

“Govini is all set to disrupt the market for professional services in government contracting in much the same way Google disrupted the market for advertising – by automating processes that were once handled in a one-off, non-repeatable basis.” – FCW

“There are many professional services firms that just help manage processes around revenue capture. They, by hand, pull data and run metrics and shove stuff into Excel and in databases and come out with answers. In Govini, you can get the same answers in three clicks.” – Federal Times

Govini is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.