Aware, Inc.
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 the U.S. Federal Government, this role is responsible for leading Aware’s direct engagement with agencies and its Federal Partners.
The position involves 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, the role leads Aware’s sales and go‑to‑market for law enforcement and State ID programs, including direct management of the U.S. sales team.
This role will build and maintain senior‑level relationships across both U.S. Federal and State & Local verticals and with key prime contractors, systems integrators, and technology/GTM partners.
A deep understanding of public procurement, agency mission requirements, and how Aware’s biometric and identity solutions address critical public sector challenges is essential.
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.
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.
This role is a base salary of up to $200,000, plus commission.
We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other protected characteristics.
Seniority level Director
Employment type Full‑time
Job function Sales and Business Development
Industries Software Development
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Within the U.S. Federal Government, this role is responsible for leading Aware’s direct engagement with agencies and its Federal Partners.
The position involves 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, the role leads Aware’s sales and go‑to‑market for law enforcement and State ID programs, including direct management of the U.S. sales team.
This role will build and maintain senior‑level relationships across both U.S. Federal and State & Local verticals and with key prime contractors, systems integrators, and technology/GTM partners.
A deep understanding of public procurement, agency mission requirements, and how Aware’s biometric and identity solutions address critical public sector challenges is essential.
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.
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.
This role is a base salary of up to $200,000, plus commission.
We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other protected characteristics.
Seniority level Director
Employment type Full‑time
Job function Sales and Business Development
Industries Software Development
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