Director, Federal Sales: Air Force and Space Force (Government)
Chantilly, Virginia
This is a full-time onsite role based in the location(s) posted and is performed from the designated work location one day per week. No relocation is offered.
Portfolio: Department of War, U.S. Air Force and U.S. Space Force
Preferred location: National Capital Region, with regular customer engagement in the Washington, DC, Maryland, and Northern Virginia market.
Work model: Hybrid and customer-facing. The successful leader will establish the cadence needed to lead the team, engage customers, and advance priority pursuits.
The Opportunity
AT&T Global Public Sector is seeking a growth-oriented sales leader to help advance the missions of the U.S. Air Force and U.S. Space Force. This leader will build and execute a portfolio strategy that connects air, space, base, enterprise IT, cyber, data, and modernization priorities with secure, resilient communications and technology solutions.
This is not a role for waiting on released solicitations. The leader will help the team see around corners, create qualified demand, shape acquisition pathways, and bring the full strength of AT&T and its partner ecosystem to complex mission problems. The role combines people leadership, executive customer engagement, portfolio strategy, capture discipline, and direct accountability for growth.
What You Will Own
· Set and execute the go-to-market strategy for the assigned portfolio, including priority missions, accounts, use cases, partners, contract pathways, and investment choices.
· Lead, coach, and develop a high-performing sales team. Establish clear standards for account planning, opportunity creation, customer coverage, qualification, forecast integrity, and follow-through.
· Build pipeline ahead of the RFP by engaging mission owners, CIO and CTO organizations, acquisition leaders, contracting officials, technical authorities, and industry partners before requirements are fixed.
· Translate mission and operational challenges into outcome-based solutions spanning advanced networking, mobility and 5G, edge, cloud connectivity, cybersecurity, AI-enabled operations, professional services, and managed solutions.
· Personally sponsor the most strategic pursuits, from discovery and shaping through capture, negotiation, award, implementation alignment, and expansion.
· Develop trusted executive relationships and multithread accounts beyond a single customer, program, contract, or technology domain.
· Orchestrate solution engineering, capture, contracts, legal, finance, delivery, operations, product, marketing, and partner teams in a highly matrixed environment.
· Build a partner strategy across systems integrators, OEMs, cloud and security providers, small businesses, and contract vehicle holders to improve access, differentiation, and win probability.
· Own business performance, including qualified pipeline, funnel conversion, bookings, revenue, margin, forecast accuracy, account health, and CRM discipline.
· Create a culture that values customer mission, curiosity, speed, accountability, ethical judgment, inclusion, and continuous learning.
Required Qualifications:
· Demonstrated success leading and growing complex enterprise technology, telecommunications, digital infrastructure, cybersecurity, cloud, software, professional services, or mission-solution businesses.
· Experience leading quota-carrying sellers or cross-functional growth teams, with a record of coaching talent and improving execution.
· Ability to originate, shape, qualify, and close complex, multi-stakeholder opportunities rather than relying only on established relationships or released procurements.
· Working knowledge of federal acquisition and funding processes, including the ability to navigate contract vehicles, teaming, capture, proposals, pricing, negotiations, and procurement risk.
· Executive-level communication and presence, with the ability to engage mission, technology, acquisition, and business stakeholders and translate among them.
· Technology fluency and intellectual curiosity. The candidate need not be the deepest engineer, but must be able to learn quickly, ask incisive questions, and lead credible conversations about modern architectures and mission outcomes.
· Strong business and analytical judgment, including pipeline economics, investment trade-offs, pricing, profitability, forecast risk, and resource allocation.
· Ability to lead across a matrix, influence without direct authority, and maintain momentum across long sales cycles and competing priorities.
· Ability to travel regularly for customer, team, partner, and industry engagement.
· Ability to obtain and maintain required customer access or a U.S. Government security clearance if needed for assigned work. An active clearance is not required at time of application unless dictated by a specific customer engagement.
Preferred Qualifications:
· Experience supporting or selling into the Department of the Air Force, U.S. Air Force, U.S. Space Force, major commands, field commands, PEOs, program executive offices, laboratories, combatant command stakeholders, and the supporting industrial base.
· A record of building or transforming a federal go-to-market motion, launching new offerings, entering adjacent mission areas, or creating repeatable sales plays.
· Experience partnering with major systems integrators, defense technology companies, hyperscalers, OEMs, and small businesses.
· Familiarity with mission networks, zero trust, cloud and edge architectures, resilient communications, cybersecurity, data and AI, or managed service operating models.
· Experience with complex indefinite-delivery vehicles, task orders, enterprise agreements, Other Transaction Authority, Commercial Solutions Openings, or similar acquisition approaches.
· NCR-based or able to sustain a consistent in-person presence with customers and the team.
· Bachelor’s or advanced degree, military education, industry credentials, or equivalent practical experience. No specific degree is required.
Leadership Attributes:
Mission connected
Starts with the customer mission and works backward to the right business and technology outcome.
Strategic and commercial
Sees market shifts, chooses where to play, and converts insight into pipeline, wins, revenue, and profitable growth.
Player-coach
Leads from the front, joins the hard calls, develops people, and creates accountability without bureaucracy.
Technically curious
Learns fast, challenges assumptions, and can connect emerging technology to operational value without overselling.
High agency
Takes ownership, moves with urgency, and finds a path through ambiguity, matrixed organizations, and long procurement cycles.
Ecosystem minded
Builds advantage through partners and recognizes that the best answer may combine AT&T, partner, and customer capabilities.
Inclusive and talent focused
Builds teams with diverse experiences and creates an environment where direct feedback, learning, and strong performance coexist.
Credible and ethical
Earns trust through candor, judgment, commitment, and respect for procurement integrity and customer obligations.
Portfolio-Specific Emphasis
· Understand how Air Force and Space Force priorities move across headquarters, major and field commands, program offices, laboratories, bases, operational units, and the defense industrial base.
· Build strategies that address resilient and contested communications, base and enterprise modernization, mobility and 5G, zero trust, cloud-to-edge connectivity, space data transport, cyber, and AI-enabled operations.
· Connect customer missions to commercial technology velocity while respecting security, interoperability, acquisition, and operational constraints unique to air and space missions.
Our Director-Sales jobs earn between $141,300.00 - $211,900.00 + commission $95,000 . Not to mention all the other amazing rewards that working at AT&T offers. Individual starting salary within this range may depend on geography, experience, expertise, and education/training.Joining our team comes with amazing perks and benefits:
- Medical/Dental/Vision coverage
- 401(k) plan
- Tuition reimbursement program
- Paid Time Off and Holidays (based on data of hire, at least 28 days of vacation each year and 9 company designated holidays)
- Paid Parental Leave
- Paid Caregiver Leave
- Additional sick leave beyond what state and local law require may be available but is unprotected
- Adoption Reimbursement
- Disability Benefits (short term and long term)
- Life and Accidental Death Insurance
- Supplemental benefit programs: critical illness/accident hospital indemnity/group legal
- Employee Assistance Programs (EAP)
- Extensive employee wellness programs
- Employee discounts up to 50% off on eligible AT&T mobility plans and accessories, AT&T internet (and fiber where available) and AT&T phone
- Long Term Grants and Deferred Compensation
Weekly Hours:
40Time Type:
RegularLocation:
Chantilly, Virginia, Columbia, MarylandSalary Range:
$141,300.00 - $211,900.00AT&T and its subsidiaries are committed to equal employment opportunity. All hiring, promotion, and other employment decisions remain merit-based and free from discrimination on the basis of race, color, religion, religious creed, national origin, ancestry, age, sex, sexual orientation, gender, gender identity, gender expression, physical disability, mental disability, pregnancy, medical condition, genetic information, marital status, citizenship status, military status, veteran status, or any other characteristic protected by federal, state, or local laws. In addition, AT&T will provide reasonable accommodations to qualified individuals with disabilities. AT&T is a fair chance employer and does not initiate a background check until an offer is made. Click here to learn more or request an application accommodation here.
Job ID R-124754 Date posted 10/28/2026
Benefits
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- Paid Time Off
- Tuition Assistance
- Medical and dental plans
- Discounts
- Training & Development
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