Senior Director, U.S. Federal Sales – DoD & Federal Civilian
Workinvirtual, Washington, District of Columbia, us, 20022
Location: Remote – District of Columbia, Maryland, Virginia (DMV Region Preferred)
Company: Cloud Software Group (Citrix)
Department: U.S. Federal Sales
Employment Type: Full-Time
Experience Level: 12+ Years Federal IT Sales | 7+ Years Federal Sales Leadership
Compensation Range:
General State Range: $241,525 – $362,287
New York: $277,754 – $416,630
California: $289,830 – $434,744 Plus annual bonus, sales incentives, and comprehensive benefits Security Clearance: Active Secret or Top Secret Clearance Required (or ability to obtain) Industry: Enterprise Software / Cloud / Virtualization / Federal IT
Also See:
Senior Enterprise Account Director
About Cloud Software Group & Citrix Cloud Software Group is one of the world’s largest cloud solution providers, serving over 100 million users globally . Our suite of products—including Citrix , TIBCO, NetScaler, and ShareFile—powers the digital workspace for enterprises, governments, and mission-critical agencies worldwide.
Citrix is a trusted name across the U.S. Federal government, enabling secure, remote access and virtualization for the Department of Defense, Federal Civilian agencies, and Intelligence Community . As we accelerate our platform evolution and expand our Federal footprint, we are seeking a senior sales leader to own and execute our most important growth mandate: deepening adoption within strategic Federal customers and expanding Citrix’s presence across new agencies.
The Opportunity: Senior Director, U.S. Federal Sales This is a senior leadership role with direct accountability for Citrix’s revenue growth, customer expansion, and market presence across the U.S. Federal sector. You will lead a team of Federal Account Executives, own the strategic relationship with our most critical DoD and Federal Civilian customers, and serve as the senior executive face of Citrix to the Federal market .
You are not just a sales leader—you are a Federal market strategist . You understand the intersection of mission priorities, procurement cycles, and technology modernization. You know how to navigate complex contracting vehicles, build consensus across senior civilian and military leadership, and translate platform capabilities into enterprise-wide agreements.
Reporting Structure: This role reports directly to senior sales leadership within Cloud Software Group’s Federal organization.
What You’ll Own Federal Sales Strategy & Revenue Growth
Own and execute the U.S. Federal sales strategy with a dual mandate:
Expand revenue within existing strategic DoD and Federal Civilian customers through increased platform penetration, enterprise-wide agreements, and cross-agency expansion.
Drive net new growth by establishing Citrix presence in new Federal agencies and lines of business.
Deliver against aggressive targets for net revenue retention, account expansion, and new logo acquisition .
Team Leadership & Development
Lead, mentor, and scale a high-performing team of Federal Account Executives .
Instill a culture of discipline, accountability, and continuous professional growth .
Set clear performance expectations and inspect deal strategy rigorously across complex, high-value opportunities.
Executive Engagement & Customer Relationships
Build and sustain executive-level relationships with senior Federal IT, cybersecurity, acquisition, and mission leaders.
Serve as Citrix’s senior executive representative within the Federal market, engaging customers, partners, and industry stakeholders.
Lead complex negotiations and oversee execution of large, multi-year Federal agreements .
Go-to-Market & Cross-Functional Alignment
Partner closely with Account Technology Strategists, Product, Marketing, and Partner organizations to ensure customer adoption and value realization.
Establish disciplined, multi-year account strategies aligned to Federal mission priorities, modernization initiatives, and funding cycles.
Provide market insights and customer feedback to influence Citrix’s Federal go-to-market strategy and product investment priorities .
Procurement, Compliance & Clearance
Navigate Federal procurement processes, compliance requirements, and contracting vehicles to accelerate customer outcomes.
Operate effectively in secure, regulated, and classified customer environments .
Maintain or obtain active U.S. Government security clearance as a condition of employment.
What You Bring (Required Qualifications) Federal Sales & Leadership Experience
12+ years of experience selling enterprise technology solutions into the U.S. Federal market .
7+ years of experience leading Federal sales teams with direct accountability for revenue growth and customer expansion.
Proven track record of growing revenue within existing DoD and/or Federal Civilian customers through platform adoption and enterprise agreements.
Demonstrated ability to expand technology adoption into new Federal agencies or lines of business .
Federal Market Expertise
Deep, working expertise in Federal procurement, budgeting, acquisition cycles, and contracting mechanisms (GWACs, IDIQs, BPAs, etc.).
Familiarity with Federal IT modernization priorities, zero trust mandates, and cloud acceleration initiatives .
Executive presence and credibility to influence senior government stakeholders (CIOs, CISOs, PEOs, Flag Officers) and internal executives .
Security Clearance
Active U.S. Government security clearance (Secret or Top Secret preferred) , or the demonstrated ability to obtain and maintain a clearance as a condition of employment.
Education
Bachelor’s degree required.
MBA or advanced degree strongly preferred.
Strategic & Operational Rigor
Strong strategic planning, negotiation, and operational discipline.
Proven ability to drive rigorous pipeline management, forecasting accuracy, and deal inspection .
Experience navigating platform transitions, licensing changes, or go-to-market transformations is a significant plus.
Preferred Qualifications (Standout Candidates)
Direct experience selling Citrix solutions or comparable enterprise platforms (VMware, Microsoft, AWS) within the U.S. Federal market.
Deep domain expertise in cloud, virtualization, networking, zero trust, or secure access technologies .
Strong partner ecosystem relationships across Federal system integrators and resellers.
Experience leading growth initiatives during periods of platform evolution or business model transformation .
Why Join Cloud Software Group (Citrix)? Compensation & Benefits
Highly competitive base salary commensurate with experience and location (ranges published above).
Annual bonus and sales incentive eligibility .
Comprehensive U.S. benefits package including:
Healthcare, life insurance, and disability benefits
401(k) plan with company match
Generous paid time off
Impact & Scale
100 million+ users globally depend on our cloud solutions.
Trusted by the U.S. Department of Defense, Federal Civilian agencies, and Intelligence Community .
Work on mission-critical systems that support national security and public service.
Leadership & Autonomy
Senior-level ownership of Citrix’s most important Federal growth mandate.
Direct access to executive leadership and influence over product and GTM strategy.
Build and shape a high-performing Federal sales team.
Culture & Values
Equal Employment Opportunity commitment —we hire extraordinary people from diverse backgrounds and experiences.
Innovation-driven environment —we are on the brink of a “Cambrian leap” in cloud and secure access technology.
Collaborative, low-ego leadership —we value passion, courage, and the willingness to take risks.
Ready to Lead Citrix’s Federal Growth Mandate? If you are a seasoned Federal sales executive with the credibility to engage at the most senior levels of government, the strategic discipline to scale repeatable growth, and the leadership capability to develop world-class Federal sales talent— we want to meet you.
Apply Now: Cloud Software Group – Director, U.S. Federal Sales
Tagged as: Citrix Federal Jobs, Cloud Software Group Careers, Director Federal Sales, DoD Sales Director, Federal Civilian IT Sales, Top Secret Clearance Sales Jobs
#J-18808-Ljbffr
General State Range: $241,525 – $362,287
New York: $277,754 – $416,630
California: $289,830 – $434,744 Plus annual bonus, sales incentives, and comprehensive benefits Security Clearance: Active Secret or Top Secret Clearance Required (or ability to obtain) Industry: Enterprise Software / Cloud / Virtualization / Federal IT
Also See:
Senior Enterprise Account Director
About Cloud Software Group & Citrix Cloud Software Group is one of the world’s largest cloud solution providers, serving over 100 million users globally . Our suite of products—including Citrix , TIBCO, NetScaler, and ShareFile—powers the digital workspace for enterprises, governments, and mission-critical agencies worldwide.
Citrix is a trusted name across the U.S. Federal government, enabling secure, remote access and virtualization for the Department of Defense, Federal Civilian agencies, and Intelligence Community . As we accelerate our platform evolution and expand our Federal footprint, we are seeking a senior sales leader to own and execute our most important growth mandate: deepening adoption within strategic Federal customers and expanding Citrix’s presence across new agencies.
The Opportunity: Senior Director, U.S. Federal Sales This is a senior leadership role with direct accountability for Citrix’s revenue growth, customer expansion, and market presence across the U.S. Federal sector. You will lead a team of Federal Account Executives, own the strategic relationship with our most critical DoD and Federal Civilian customers, and serve as the senior executive face of Citrix to the Federal market .
You are not just a sales leader—you are a Federal market strategist . You understand the intersection of mission priorities, procurement cycles, and technology modernization. You know how to navigate complex contracting vehicles, build consensus across senior civilian and military leadership, and translate platform capabilities into enterprise-wide agreements.
Reporting Structure: This role reports directly to senior sales leadership within Cloud Software Group’s Federal organization.
What You’ll Own Federal Sales Strategy & Revenue Growth
Own and execute the U.S. Federal sales strategy with a dual mandate:
Expand revenue within existing strategic DoD and Federal Civilian customers through increased platform penetration, enterprise-wide agreements, and cross-agency expansion.
Drive net new growth by establishing Citrix presence in new Federal agencies and lines of business.
Deliver against aggressive targets for net revenue retention, account expansion, and new logo acquisition .
Team Leadership & Development
Lead, mentor, and scale a high-performing team of Federal Account Executives .
Instill a culture of discipline, accountability, and continuous professional growth .
Set clear performance expectations and inspect deal strategy rigorously across complex, high-value opportunities.
Executive Engagement & Customer Relationships
Build and sustain executive-level relationships with senior Federal IT, cybersecurity, acquisition, and mission leaders.
Serve as Citrix’s senior executive representative within the Federal market, engaging customers, partners, and industry stakeholders.
Lead complex negotiations and oversee execution of large, multi-year Federal agreements .
Go-to-Market & Cross-Functional Alignment
Partner closely with Account Technology Strategists, Product, Marketing, and Partner organizations to ensure customer adoption and value realization.
Establish disciplined, multi-year account strategies aligned to Federal mission priorities, modernization initiatives, and funding cycles.
Provide market insights and customer feedback to influence Citrix’s Federal go-to-market strategy and product investment priorities .
Procurement, Compliance & Clearance
Navigate Federal procurement processes, compliance requirements, and contracting vehicles to accelerate customer outcomes.
Operate effectively in secure, regulated, and classified customer environments .
Maintain or obtain active U.S. Government security clearance as a condition of employment.
What You Bring (Required Qualifications) Federal Sales & Leadership Experience
12+ years of experience selling enterprise technology solutions into the U.S. Federal market .
7+ years of experience leading Federal sales teams with direct accountability for revenue growth and customer expansion.
Proven track record of growing revenue within existing DoD and/or Federal Civilian customers through platform adoption and enterprise agreements.
Demonstrated ability to expand technology adoption into new Federal agencies or lines of business .
Federal Market Expertise
Deep, working expertise in Federal procurement, budgeting, acquisition cycles, and contracting mechanisms (GWACs, IDIQs, BPAs, etc.).
Familiarity with Federal IT modernization priorities, zero trust mandates, and cloud acceleration initiatives .
Executive presence and credibility to influence senior government stakeholders (CIOs, CISOs, PEOs, Flag Officers) and internal executives .
Security Clearance
Active U.S. Government security clearance (Secret or Top Secret preferred) , or the demonstrated ability to obtain and maintain a clearance as a condition of employment.
Education
Bachelor’s degree required.
MBA or advanced degree strongly preferred.
Strategic & Operational Rigor
Strong strategic planning, negotiation, and operational discipline.
Proven ability to drive rigorous pipeline management, forecasting accuracy, and deal inspection .
Experience navigating platform transitions, licensing changes, or go-to-market transformations is a significant plus.
Preferred Qualifications (Standout Candidates)
Direct experience selling Citrix solutions or comparable enterprise platforms (VMware, Microsoft, AWS) within the U.S. Federal market.
Deep domain expertise in cloud, virtualization, networking, zero trust, or secure access technologies .
Strong partner ecosystem relationships across Federal system integrators and resellers.
Experience leading growth initiatives during periods of platform evolution or business model transformation .
Why Join Cloud Software Group (Citrix)? Compensation & Benefits
Highly competitive base salary commensurate with experience and location (ranges published above).
Annual bonus and sales incentive eligibility .
Comprehensive U.S. benefits package including:
Healthcare, life insurance, and disability benefits
401(k) plan with company match
Generous paid time off
Impact & Scale
100 million+ users globally depend on our cloud solutions.
Trusted by the U.S. Department of Defense, Federal Civilian agencies, and Intelligence Community .
Work on mission-critical systems that support national security and public service.
Leadership & Autonomy
Senior-level ownership of Citrix’s most important Federal growth mandate.
Direct access to executive leadership and influence over product and GTM strategy.
Build and shape a high-performing Federal sales team.
Culture & Values
Equal Employment Opportunity commitment —we hire extraordinary people from diverse backgrounds and experiences.
Innovation-driven environment —we are on the brink of a “Cambrian leap” in cloud and secure access technology.
Collaborative, low-ego leadership —we value passion, courage, and the willingness to take risks.
Ready to Lead Citrix’s Federal Growth Mandate? If you are a seasoned Federal sales executive with the credibility to engage at the most senior levels of government, the strategic discipline to scale repeatable growth, and the leadership capability to develop world-class Federal sales talent— we want to meet you.
Apply Now: Cloud Software Group – Director, U.S. Federal Sales
Tagged as: Citrix Federal Jobs, Cloud Software Group Careers, Director Federal Sales, DoD Sales Director, Federal Civilian IT Sales, Top Secret Clearance Sales Jobs
#J-18808-Ljbffr