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Salary: USD 200,000 - 250,000 / annual
Defense Unicorns is seeking a Director of Federal Operations to serve as a senior enablement leader and force multiplier for the Federal organization. This role sits close to Federal leadership and works across Domain teams, Sales, Product, Engineering, Delivery, Finance, and Operations.
The Director will drive Federal-specific enablement and operating cadence by translating company-wide sales processes into clear Federal expectations, building and maintaining operating rhythms that keep Federal leaders and cross-functional partners focused and aligned, and inspecting weekly reporting to identify gaps and follow up on action items until closure. You will standardize how Federal teams prepare, report, escalate, and execute while keeping processes practical and useful.
Onboarding support is a key responsibility: identify and fill Federal-specific gaps for new hires, help team members understand Defense Unicorns' Federal motion and deal expectations, create Federal-specific onboarding materials and templates, and partner with Sales Enablement and Domain Directors to help new hires ramp faster.
Deal inspection and pipeline accountability form another core pillar. You will inspect priority deals to ensure next steps, risks, owners, pricing, and procurement paths are clear; review PWIN assumptions for accuracy and grounding in customer reality; ask hard questions as opportunities progress through stages; and partner with Mission and Domain Directors to identify stuck deals and weak spots.
You will also lead or support strategic Federal projects requiring focused execution and cross-functional coordination, provide surge support on priority opportunities, support strategic pricing efforts, and build artifacts needed for key deals and executive conversations.
Success means Federal leaders have more bandwidth for strategy and customer engagement; Federal-specific onboarding gaps are addressed; new hires ramp faster with clarity on the Federal motion; weekly reporting is tighter with improved follow-through; priority deals are better inspected with clearer risks and ownership; pipeline health is visible across near-term and future-quarter growth; and strategic projects move faster.
The ideal candidate is a senior operator comfortable in ambiguity who can build structure without over-processing and earn trust quickly across teams. Federal experience is helpful but not required. What matters most is judgment, horsepower, follow-through, and ability to work across GTM, Product, Sales, Delivery, and Operations.
REQUIREMENTS:
- Strong operator with excellent follow-through and attention to detail
- Able to create structure in ambiguous, fast-moving environments
- Comfortable holding senior teammates accountable in a direct but collaborative way
- Strong business judgment across sales, GTM, delivery, product, and customer-facing work
- Able to inspect pipeline, deal quality, PWIN, stage progression, risks, and next steps
- Strong written and verbal communicator
- High trust, low ego, and willing to jump into the work that matters most
- Comfortable working cross-functionally with Sales Enablement, Sales Operations, Delivery, Engineering, Product, and Finance
- Able to balance standardization with flexibility required in complex Federal deals
