Our Company:

At IDI, we deliver innovative identity intelligence solutions. Our proprietary technologies and advanced analytical capabilities empower organizations to operate with confidence, providing real-time identification and location of individuals, businesses, assets, and their interrelationships. With a focus on identity verification, risk mitigation, due diligence, fraud detection and prevention, regulatory compliance, and customer acquisition, our intelligent platform, CORE™, caters to organizations of all sizes, transforming data into intelligence for frictionless commerce, safety, and reduced fraud.

The Role: Director, Federal Public Sector (Direct Sales)

Focus: Intelligence Community & Department of Defense

We are seeking a mission-driven, strategic leader to serve as Director, Federal Public Sector (Direct Sales) with a strong emphasis on the Intelligence Community and select DoD agencies. In this senior leadership role, you will drive the development and execution of IDI’s federal go-to-market strategy, focusing on the unique needs of intelligence agencies, national security programs, and classified environments. The ideal candidate brings a deep understanding of IC missions, contracting processes, and established relationships across the federal intelligence landscape.

What You Will Do:

Sales Leadership & Strategy:

• Lead the development and execution of direct sales strategies targeting agencies within the Intelligence Community and DoD.
• Build and scale IC-specific sales opportunities that align with national security missions, threat detection, and identity resolution.
• Own the full federal sales lifecycle from opportunity identification through proposal submission and contract award.

Intelligence & DoD Account Acquisition:

• Develop trusted relationships with senior stakeholders across the IC, including contracting officers, program managers, and mission leaders.
• Translate complex IC mission requirements into tailored technical solutions leveraging IDI’s identity intelligence platform.
• Proactively identify new mission areas where IDI’s technology can provide critical value (e.g., counterintelligence, insider threat, HUMINT/SIGINT support, identity resolution).

Government Procurement & Proposal Leadership:

• Navigate the complexities of IC procurement processes, classified contracting environments, and security requirements (e.g., ICDs, SCIF access).
• Collaborate with internal stakeholders to develop compelling and compliant responses to RFIs, RFPs, and sole-source justifications.
• Ensure proposals meet both technical mission needs and regulatory compliance (e.g., FAR, DFARS, IC-specific guidelines).

Performance Management & Reporting:

• Establish sales metrics and reporting structures specific to federal and IC pipelines.
• Deliver regular briefings and forecasts to executive leadership on federal growth strategies, risks, and opportunities.
• Set the foundation for a future team of cleared sales professionals as business expands.

Market Intelligence & Strategic Positioning:

• Stay informed on emerging IC mission trends, modernization initiatives, and federal data/AI policy developments.
• Represent IDI at classified and unclassified industry days, IC-specific forums, and strategic briefings.
• Collaborate with capture and growth professionals to shape future opportunities and influence government requirements.

Customer Retention & Mission Support:

• Ensure continuity of service, trust, and technical engagement post-sale with IC customers.
• Drive adoption, mission integration, and expansion within existing classified accounts.

What You Bring:

• Bachelor’s degree required; advanced degree (MBA, MS, etc.) preferred. TS/SCI clearance highly desirable.
• 10+ years of experience in federal public sector sales, with at least 5+ years directly supporting the Intelligence Community.
• Demonstrated success selling into agencies such as DIA, NGA, CIA, NSA, ODNI, or components within the DoD with intelligence missions.
• Deep knowledge of IC and federal procurement processes, contract vehicles (e.g., GSA, GWACs, IDIQs), and acquisition cycles.
• Strong executive presence with experience influencing decision-makers in classified, mission-oriented environments.
• Ability to understand and translate mission needs into actionable data-driven solutions.
• Proficiency with CRM systems (Salesforce, HubSpot) and Microsoft Office Suite.
• Willingness to travel (~25%) for customer engagement, industry events, and on-site briefings.

What We Offer:

IDI offers excellent benefits including, a 401K and generous company match, flexible PTO policy, medical, dental and vision coverage, commuter benefits, in-office healthy snacks, team events and more.

IDI is proud to be an equal opportunity employer.