Federal Senior Account Director

Ribbon Communications is seeking a high-performing Senior Federal Account Director to drive sales and revenue growth in the U.S. Federal market, with a primary focus on owning and expanding relationships with federal systems integrators and contractors while growing and supporting direct engagements across Civilian and Defense end-user accounts. This strategic role is critical to shaping Ribbon’s presence in one of the most complex and high-impact segments of the industry.

You will lead the entire sales cycle—from strategy to execution—ensuring success in direct Civilian and Defense sector federal engagements and indirect/co-selling motions with systems integrator and partner ecosystems. This is a unique opportunity to influence Ribbon’s growth in the Federal space and build deep contract prime partnerships that deliver mission-critical networking solutions.

Key Responsibilities:

• Own and grow relationships with federal systems integrators, contract primes, and strategic contractors, serving as their primary point of contact and trusted advisor for Ribbon.

• Develop and execute a territory sales strategy and go-to-market (GTM) plan for federal systems integrators aligned with key federal end users across DoD and Civilian organizations, including CONUS and OCONUS locations.

• Manage the full sales cycle: opportunity identification, qualification, proposal development, pricing and commercial execution, delivery assurance, and customer follow-up.

• Collaborate cross-functionally with Sales Engineers, Marketing, Channel Sales, and Project Management to deliver on account plans and maximize value for customers and partners.

• Build and maintain relationships with key decision-makers (VP level and above; senior officers, GS leaders, and SES) across federal end-user accounts and integrator organizations.

• Maintain accurate CRM and forecast data (Salesforce) and provide regular updates to senior leadership.

• Represent Ribbon at federal and defense industry forums, conferences, and organizations, contributing to thought leadership, brand awareness, and market influence.

Required Qualifications:

• 15+ years of experience selling complex IT, professional and managed services, networking, and voice solutions into the U.S. Federal market, with a strong track record of success.

• Proven experience owning and managing systems integrator and strategic partner relationships and driving both direct and indirect sales throughout the federal marketplace.

• Experience working with and selling to the Federal Government and U.S. Department of Defense directly and indirectly.

• Deep understanding of IT and telecommunications solutions across enterprise, service provider, and managed services partners. (Depth of knowledge in IP routing and switching, optical transport, packet networking, voice switching, and session border control technologies preferred.)

• Strong network of federal decision-makers, industry partners, and systems integrators.

• Strong familiarity with federal procurement processes, budgeting cycles, programs, contract vehicles, and ATO/certification processes.

• Ability to navigate long sales cycles, grow pipeline, and coordinate multi-stakeholder deals.

• Bachelor’s degree in business, engineering, or related field preferred (or equivalent business experience/commensurate military service).

• Must be based in a major metro area with ability to meet customers and partners on-site regularly.

• Willing and able to travel 50%+ as needed.

• This position requires U.S. Citizenship due to federal contract requirements. We are unable to provide visa sponsorship for this role.

Performance Indicators:

• Growth in federal sales bookings and revenue annual results and long-term qualified pipeline.

• Increased market share within federal integrator ecosystem; competitive systems displacements.

• Expansion of turnkey network deployments and federal use cases.

• Strength of internal and partner collaboration, with demonstrable program/project execution.

The anticipated base pay range for this position in all geographic locations is $130,000 -$160,000 annually. Actual compensation within the range will be determined based on a variety of factors, including, but not limited to the candidate’s experience, skills and education.  The compensation package also includes eligibility for an incentive plan and comprehensive benefits, subject to applicable requirements.

Please Note:

'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'

US Citizens and all other parties authorized to work in the US are encouraged to apply.