Job Title: Director of Sales, Intelligence Community Programs

Department: Sales
Reports to: Chief Revenue Officer (CRO)

Company Overview

Owl Cyber Defense is a leader and trusted partner in cybersecurity. We deliver solutions that protect and connect the world’s most critical networks. Owl’s product lines of cross domain, data diode, and portable media solutions provide the strongest available security checkpoints for threat prevention and secure data availability. Our in-depth expertise in security engineering—from the operating system level to enterprise architecture—enables us to help government and commercial customers meet ever-evolving cybersecurity threats.

Job Summary

Owl Cyber Defense is seeking a mission-driven and results-oriented Director of Sales, Intelligence Community Programs to lead strategic sales efforts across U.S. Intelligence Community (IC) agencies. This role is accountable for revenue growth, strategic account development, and expanding the use of Owl’s Cross Domain Solutions, Data Diodes, and Professional Services within the IC.

This individual will be responsible for owning sales strategy for IC accounts, identifying and pursuing new opportunities, managing key relationships, and driving successful delivery of mission-relevant solutions. While this is a strategic leadership role, the ideal candidate must also be comfortable operating as an individual contributor—developing pipeline, managing technical discussions, and advancing deals independently when needed.

The ideal candidate brings a strong background in networking technologies—including voice communications, firewalls, routers, and load balancers—and understands how these components interact within secure environments to support information assurance and mission objectives.

This role requires close coordination with customers, Owl executive leadership, product and engineering teams, and internal sales and contract support functions.

Candidates must reside in the Maryland, Washington D.C., or Northern Virginia region to maintain close proximity to key customer sites.

Essential Duties and Responsibilities

• Develop and execute strategic sales plans to grow revenue and expand Owl's footprint across key IC agencies.
• Manage and strengthen customer relationships within the Intelligence Community.
• Build and maintain a qualified sales pipeline using HubSpot and CRM best practices.
• Serve as a consultative advisor to customers, understanding mission needs and mapping Owl’s technical capabilities to IC requirements.
• Represent Owl’s solutions—including product capabilities and Professional Services—in technical discussions, often independently.
• Drive account planning, forecasting, and opportunity prioritization in alignment with company goals.
• Provide feedback to Product Management and Engineering to influence roadmap development and ensure mission alignment.
• Contribute to and lead proposal development efforts; support capture strategy and win themes.
• Provide support for Assessment and Authorization (A&A) activities including RMF, NCDSMO RTB, and agency-specific security processes.
• Coordinate with Contracts and Legal teams to ensure alignment with customer business and procurement requirements.
• Maintain high-side communications support for IC-related opportunities and delivery.
• Participate in or lead strategic planning, customer briefings, and industry events relevant to the IC.

Requirements / Qualifications

Education

Bachelor’s or Master’s degree, preferably in a technical or business-related field.

Experience

• 10–15 years of experience in technical or sales roles supporting secure information sharing and cybersecurity programs.
• At least 3–5 years in a sales management or strategic IC-facing sales role.
• Demonstrated success selling into IC agencies (e.g., NSA, DIA, NGA, CIA, NRO).
• Demonstrated experience selling or supporting solutions that involve enterprise networking components such as firewalls, routers, VoIP/voice systems, load balancers, VLANs, and secure data routing—particularly in secure or classified environments.

Knowledge, Skills & Abilities

• Strong foundational knowledge of networking infrastructure and protocols, including TCP/IP, VoIP, firewalls, load balancers, VLANs, and common routing/switching technologies, with the ability to articulate how these systems support secure information sharing.
• Familiarity with IC procurement processes, acquisition strategies, and ATO requirements.
• Understanding of NCDSMO, Raise the Bar (RTB), RMF, and other IC compliance frameworks.
• Strong customer-facing and technical communication skills; able to work independently without Sales Engineering support when necessary.
• Proficiency with Microsoft Office and CRM platforms (e.g., HubSpot).
• Proven track record of meeting or exceeding sales targets and contributing to team revenue goals.
• Ability to translate complex technical needs into business solutions and lead technical discussions with IC stakeholders.
• Strong leadership and collaboration skills; able to work across teams and at all levels of an organization.

Clearance Requirement

Active TS/SCI security clearance required; Full Scope Polygraph preferred.

Metrics of Success

• Achievement of annual revenue and quota targets within IC programs.
• Pipeline development and growth across new and existing accounts.
• Account penetration and expansion of Owl solutions into new mission areas.
• High customer satisfaction and repeat business.
• Strategic alignment of opportunities with long-term business and product goals.

About Owl Cyber Defense Solutions, LLC

Owl Cyber Defense Solutions, LLC is a fast-growing cybersecurity solutions company, holding a firm leadership position in network security and secure information transfer. It is a privately owned U.S. company with offices in Columbia, MD, Danbury, CT, and Morrisville, NC.
Learn more at http://www.owlcyberdefense.com.

Owl Cyber Defense is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive equal consideration for employment.