Now Hiring - Aware, Inc. - Professional Services Director, Public Sector Sales in Washington, DC

Full description of the position

Aware is seeking an experienced, ambitious, and results-driven Director of Public Sector Sales to lead growth across the U.S. Federal Government and State & Local markets. Within US Federal, this role is responsible for leading Aware's direct engagement with agencies, as well as leading the engagement with Aware's Federal Partners and includes identifying, shaping, and capturing new business and partnership opportunities, developing a robust sales pipeline, and executing federal go-to-market strategies that drive contract awards and revenue growth. Within State & Local, this role is responsible for leading Aware's sales and go-to-market for law enforcement and State ID programs, including direct management of US sales team members. This role will build and maintain senior-level relationships across both US Federal and State & Local verticals and with key prime contractors, systems integrators, and technology/GTM partners. It requires a deep understanding of public procurement, agency mission requirements, and how Aware's biometric and identity solutions address critical public sector challenges. The ideal candidate is a strategic seller and team leader who thrives in complex, environments and has a proven track record of winning business and leading sales teams Essential Job Functions * Develop and execute a federal business development strategy that generates a strong pipeline across existing and net-new accounts. * Own opportunity identification, early-stage shaping, capture strategy, and partner alignment through contract award. * Build and expand executive-level relationships within targeted U.S. federal agencies and their prime contractors. * Leverage existing relationships and reputation to expand Aware's presence and credibility within the federal market. * Monitor federal market dynamics, including upcoming RFPs, agency priorities, mission challenges, and regulatory mandates related to identity, security, and biometrics. * Drive adoption and revenue growth within assigned accounts by uncovering upsell and cross-sell opportunities. * Develop compelling value propositions that clearly articulate Aware's differentiated capabilities and mission impact. * Collaborate cross-functionally with product, engineering, marketing, and leadership teams to deliver tailored solutions. * Work closely with partners and primes to develop joint win strategies and enable successful contract awards. * Maintain accurate and up-to-date account, partner, and opportunity information in Aware's CRM. * Represent Aware at industry events, trade shows, and conferences; contribute to thought leadership through presentations and customer use cases. Note: In addition to the Essential Functions, also performs similar work- related duties as assigned. Qualifications and Experience * 7+ years of experience selling complex technical solutions into the U.S. Federal Government. * Proven success building and managing a federal sales pipeline and supporting contract wins. * Strong understanding of federal procurement processes and partner-led selling models. * Experience in biometrics, authentication, identity management, border control, or digital identity required. * Exceptional communication and executive-level presentation skills. * Ability to translate complex technical solutions into clear mission-focused value propositions. * Experience with on-premises and cloud-based software solutions. * Ability to travel as required for customer meetings and industry events. * Active security clearance or ability to obtain one is a plus. Job Type: Full-time Pay: $150,000.00 - $200,000.00 per year Benefits: * 401(k) * 401(k) matching * Dental insurance * Employee assistance program * Employee discount * Flexible schedule * Flexible spending account * Health insurance * Health savings account * Life insurance * Paid time off * Professional development assistance * Retirement plan * Tuition reimbursement * Vision insurance Application Question(s): * Do you have experience selling complex technical solutions to government agencies? * Do you have experience in the biometrics or identity industries? Work Location: Remote