Senior Manager, Federal Sales & Partnerships

About Circadence

Circadence is a premier provider of cyber range solutions, specializing in the creation, implementation, and management of tailored enterprise frameworks. Focused on cybersecurity infrastructure, simulation, and education, Circadence excels across academic, enterprise, and government use cases.

Our approach combines gamification and active-learning models with scalable, cloud-based platforms aligned to the NIST/NICE Cybersecurity Framework. We provide cyber training and assessment software and professional services to the US Government, primarily the Department of Defense, where our customers include the U.S. Army.

Position Summary

Circadence is seeking a Senior Manager, Federal Sales & Partnerships for our Federal Services division to lead growth across the Department of Defense and other US Government organizations. This is a new, high-impact seat. You will build the sales and partnership strategy, open new relationships, and expand our existing Federal footprint, selling our software and professional services together.

You will sell through a range of contract vehicles, including Circadence’s large, existing IDIQ with substantial remaining capacity as well as agency-specific vehicles, so you can focus on finding, shaping, and closing opportunities in the right channel for each customer. You will report to the VP of Federal Services and work closely with Federal Services, Product and Engineering teams and with our distributor partner, Carahsoft. This role is initially an individual contributor position. Support staff may be added as the business grows.

Salary range set forth below also includes OTE equal to 30% of base salary.

Key Responsibilities

• Develop and execute a Federal sales and partnership strategy and territory plan covering DoD, the Intelligence Community, and civilian agencies with cyber workforce training needs.
• Win new customers and grow existing accounts, including expanding Circadence’s work with the U.S. Army.
• Build and maintain a qualified pipeline using a disciplined capture process: qualify, shape, bid/no-bid, price, and close.
• Develop relationships with program offices, end users, acquisition leaders, contracting officers, and prime contractors.
• Position and sell both cyber training and assessment software and professional services, structuring combined solutions that meet customer requirements.
• Select the best contract vehicle for each opportunity (Circadence’s IDIQ, an agency’s own vehicle, or a partner’s), and work with Carahsoft, our distributor, and teaming partners to move deals from first conversation to award.
• Track and plan around Federal budget cycles to time pursuits against both available funding and next-fiscal-year opportunities.
• Lead or support proposals and pricing strategy in partnership with senior leadership and technical leads.
• Represent Circadence at industry events, customer meetings, and demonstrations.
• Partner with our Product and Engineering teams to turn customer needs into offerings and ensure smooth transition from award to execution.
• Maintain accurate pipeline, forecast, and activity data in the company CRM, and provide regular updates to leadership.
• Stay current on DoD cyber workforce policy and initiatives and translate them into opportunity.

Qualifications

Required Qualifications

• 7+ years of Federal business development, capture, or sales experience, including DoD IT or software sales, with strong, established DoD relationships.
• Working knowledge of the Federal acquisition process, including FAR/DFARS, contract vehicles (IDIQ/task orders, GSA schedules, BPAs, OTAs, and agency-specific vehicles), and contract types (FFP, T&M, cost-reimbursable).
• Active Secret clearance, or eligibility to obtain one (Circadence will sponsor).
• Candidates must be U.S. citizens.
• Excellent communication, presentation, and negotiation skills.
• Ability to work independently, build strategy from the ground up, and operate in a fast-moving, resource-conscious environment.
• Willingness to travel to customer sites and events as needed.
• Bachelor’s degree.

Preferred Qualifications

• TS/SCI clearance or eligibility to obtain one (Circadence will sponsor)
• Experience selling cyber training, simulation, cyber range, or assessment solutions.
• Experience selling software and professional services as a combined solution.
• Experience selling through distributors and resellers, such as Carahsoft.
• Familiarity with the NIST NICE Framework and the DoD Cyber Workforce Framework (DCWF).

What Success Looks Like

• First 90 days: A documented sales and partnership strategy, target account plan, and prioritized pipeline, plus active engagement with current DISA and Army stakeholders.
• First 6 months: A growing qualified pipeline across multiple DoD organizations, with pursuits aligned to funding windows.
• First 12 months: New awards and customers booked through Circadence’s IDIQ and other contract vehicles, and measurable expansion within existing accounts. Targets will be set with the VP of Federal Services and Chief Operating Officer.

Benefits

• Medical, Vision, and Dental Insurance.
• 401(k) plan with Company matching.
• Life and Accidental Death and Dismemberment Insurance.
• Health Savings Account (HSA) with a high-deductible plan.
• Flexible Spending Account (FSA).
• Critical Illness and Accident Insurance.
• Flexible Paid Time Off (PTO), and the Company recognizes all Federal Holidays.

Circadence Corporation is proud to be an equal opportunity employer.

https://www.eeoc.gov/know-your-rights-workplace-discrimination-illegal

Tagged as: Pipeline Management