Role overview

Qualifications

10+ years of proven success leading Federal or Public Sector sales with deep understanding of Federal procurement cycles
Track record of winning multi-million dollar deals and building long-term, trust-based relationships within the Federal space
Natural leader with ability to motivate teams, liaise with C-level executives, and negotiate wins satisfying stakeholders
Deep market insight into the evolving OT security landscape and major players in the US Federal market

Responsibilities

Own and execute the entire Federal sales strategy for North America, from high-level vision to ground-level implementation
Design go-to-market strategies for Civilian and Defense sectors, identifying untapped partnerships and direct opportunities, structuring high-impact deals
Analyze market trends and industry challenges to position Waterfall as the gold standard for Federal cybersecurity
Take full ownership of forecasting and scaling public sector revenue, identifying barriers, and turning them into opportunities

Key facts

Remote from: United States
Full time
Sales Operations Director
English

Hard skills

Government Contracting Enterprise Sales Operational Technology (OT) Security Government Marketing Cross-Functional Collaboration Revenue Management Sales Management Go-to-Market Strategy Deal Structuring Market Positioning Stakeholder Communications Customer Success Management Channel Partnership Sales Strategy Customer Centricity Social Influences

Other skills

Team Leadership
Engagement Skills
Negotiation
Strategic Planning
Communication
Teamwork
Problem Solving

About the company

Waterfall Security Solutions

Since 2007, Waterfall Security Solutions has been providing the highest level of protection for critical infrastructure and vital industries. With headquarters in Israel and offices in UAE, Singapore, USA, Europe, and Australia, Waterfall delivers the highest level of OT protection while enabling safe connectivity and visibility for industrial control systems (ICS). Waterfall Security safeguards the most sensitive and critical infrastructures across a wide range of industries including Power, Oil & Gas, Water Utilities, Rail, Manufacturing, Facilities, and Minting & Metals. As cyber attacks on critical infrastructure are on the rise, software alone isn’t able to deliver sufficient protection. Waterfall solutions uses an innovative approach which combines unique hardware paired with dedicated software that provides 100% unbreachable protection while still allowing remote visibility. Attackers are physically unable to send anything back into the OT systems, creating a real barrier that stops OT cyberattacks and shields industrial controls from any outside attempts to plant malicious code or any other harmful activity.

Company details

Company size51 - 200

Links

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Job description

Description

Federal Sales Director

Impact the World Where it Matters Most

We are the global leader in OT (Operational Technology) security, providing the "unbreachable" Strongest defense that protects the world’s most critical infrastructure—from National critical infrastructure to Armed forces and civilian agencies power plants to water systems.

We are looking for a Federal Sales Director; this is your chance to help protect national security by bringing the strongest cybersecurity solutions to Federal Civilian Agencies and Armed Forces.

What You’ll Be Doing

You won't just be managing a territory; you’ll be building a legacy. Your role is to be the architect of our Federal growth:

Lead the Charge: Own and execute the entire Federal sales strategy for North America, from high-level vision to ground-level implementation.
Strategic Sales: Design go-to-market strategies for Civilian and Defense sectors, identifying untapped partnership and direct opportunities ,structuring high-impact deals.
Market Influencer: Stay ahead of the curve by analyzing market trends and industry challenges, positioning Waterfall as the "gold standard" for Federal cybersecurity.
Revenue Growth: Take full ownership of forecasting and scaling public sector revenue, identifying barriers, and turning them into opportunities.
Collaborative Leader: Drive internal brainstorming sessions and work cross-functionally with senior executives to align our technology with national security needs.

We are looking for a Sales Star

Federal Expert: 10+ years of proven success leading Federal or Public Sector sales. You know the "Federal language" and how to navigate its complex procurement cycles.
Strategic Closer: A track record of winning multi-million dollar deals and building long-term, trust-based relationships within the Federal space.
A Natural Leader: You are a mentor and a role model. You know how to motivate teams, liaise with C-level executives, and negotiate wins that satisfy both internal and external stakeholders.
Deep Market Insight: You understand the evolving landscape of OT security, market trends, and the major players in the US Federal market.
Customer-Obsessed: You don’t just close deals; you care about the mission. You possess an authentic mindset focused on delivering excellence and securing the customer’s journey.

Why Waterfall?

Unrivaled Technology: Work with a product that is globally recognized as the ultimate solution for industrial cybersecurity.
Mission-Driven Work: Every deal you close helps protect vital services that millions of people depend on.
Growth & Influence: As a key leader in our North American expansion, your voice will directly shape the future of our company and the safety of the public sector.

Ready to protect the nation’s most critical assets? Let’s talk.