Director of Federal Sales (Remote Washington DC)

Spacelift is the infrastructure orchestration platform built for the modern software era, managing the full lifecycle for both traditional IaC and AI-accelerated infrastructure. It integrates with Terraform, OpenTofu, CloudFormation, Pulumi, and Ansible in a single governed workflow so you deliver secure, compliant infrastructure at scale. Developer self-service, Golden Paths with guardrails, an OPA policy engine, and drift detection accelerate developer velocity while maintaining control. Spacelift Intelligence adds AI-powered provisioning and diagnostics across traditional and AI-driven workflows.
Spacelift was founded in 2020 by long-time DevOps practitioner Marcin Wyszynski and successful entrepreneur Pawel Hytry and has raised $82.3M in funding over four rounds from top venture capital firms including Insight Partners, Blossom Capital, Hoxton Ventures, Inovo Venture partners and Five Elms Capital.

Federal agencies are modernising infrastructure under tight mandates: zero trust, cloud-smart, and now AI-ready provisioning. They need infrastructure orchestration that meets FedRAMP requirements without slowing developer teams to a crawl. Spacelift is FedRAMP authorised. The pipeline is real. The playbook is not yet written.

That's your job.

What You'll do

Reporting to the SVP of Global Sales, you'll build and run the federal go-to-market motion from the ground up. That means owning the territory plan, the named-account list, the channel strategy, and the first federal wins yourself, while hiring the team that scales it.

Day one, you inherit one federal seller and a FedRAMP authorisation that very few of our competitors hold. You'll close deals personally for the first two to three quarters, then layer in AEs and SEs as the pipeline justifies it.

Specifically, you will:

• Own the federal number. Build the plan, forecast it, hit it.

• Sell hands-on into civilian and DoD agencies and the systems integrators serving them: GDIT, Booz Allen, Accenture Federal, Leidos, and the rest.

• Stand up and run our contract vehicles. Carahsoft, GSA Schedule, SEWP V/VI, ITES-SW2, and whatever else the deal demands.

• Partner with marketing on federal events, content, and demand gen.

• Work with product and engineering on the IL4 and IL5 roadmap as customer demand pulls us up the impact-level ladder.

• Hire your team. Federal AEs, a federal SE, and eventually a federal channel manager.

What You'll bring

This role is for someone who has done federal SaaS before, not someone who wants to learn it on our budget.

Required

• Eight or more years of enterprise software sales, with at least four spent selling FedRAMP-authorised SaaS into civilian agencies, DoD, or both.

• A track record of carrying and hitting a federal quota north of $3M, with at least one deal over $500K ARR.

• Hands-on experience selling through federal channel partners and contract vehicles: Carahsoft, GSA Schedule, SEWP V/VI, ITES-SW2, or equivalent. You know how to structure a deal so it actually lands.

• An active network across federal agencies and the top systems integrators. References we can call.

• Comfort was the only federal leader in the room for the first 12 months. You're a builder first, a manager second.

Nice to have

• Background in selling DevOps, IaC, Kubernetes, observability, or developer platforms.

• Experience taking a product from FedRAMP Moderate to High, or from FedRAMP to IL4/IL5.

• Active security clearance.

Location & Travel

Based in the DC metro or Northern Virginia. Hybrid, with regular travel to agency sites, partner offices, and Spacelift HQ. We expect you to be in front of customers most weeks.

Why Now?

FedRAMP is the moat. Most of the orchestration market is locked out of the federal market entirely or stuck waiting on an authorisation that takes years. We are through the door, and the federal market is asking for exactly what we sell: a way to govern infrastructure across multi-cloud, multi-team environments without slowing anything down. Whoever owns this territory in 2026 owns it for a long time.

Why Spacelift?

• Innovative Culture: Join a team shaping cloud infrastructure management’s future.

• Growth Opportunities: Be a key player in driving Spacelift’s business and AWS partnership to new heights.

• Work-Life Balance: Flexible work environment, with remote-first options and competitive compensation packages.

• Collaborative Team: Work with passionate, talented people committed to driving success for our customers and partners.

What we offer

• Competitive salary and equity package

• Medical, dental and vision plans for employees and any dependents

• 401k Pension Plan

• 26 days of paid time off annually + local bank holidays

• Flexible working hours and a healthy 40-hour workweek

• Work from anywhere! We are a full-remote company

• Learning & education budget

• Company offsites

• Work from anywhere in the US. We are a full-remote company

• Work in an international, diverse, dynamic, and passionate team with a friendly and supportive company culture

Our values

• We build for CUSTOMERS

• We RESPECT each other

• We take OWNERSHIP seriously

• We succeed through COLLABORATION

• We embrace SPARK & WONDER

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Join Us! At Spacelift, you won’t just be working on a technical product - you’ll be part of a team shaping the future of DevOps. Apply to contribute to a platform loved by its users and take your career to the next level!