Director, Federal Sales
The Director of Federal Sales at Boingo is an individual contributor role focused on expanding the company's portfolio of products, including Distributed Antenna Systems (DAS), Wi-Fi, and Private Networks, with a particular emphasis on DAS. Boingo is a leading provider of indoor wireless solutions, dedicated to acquiring and retaining federal accounts through multi-year contracts. The primary objective of this position is to secure contracts ranging from $1 million to over $10 million with assigned federal accounts, thereby increasing Boingo's presence in federal office buildings, military base hospitals, training centers, and corporate headquarters.
Key responsibilities include achieving assigned sales quotas by selling wireless infrastructure within designated federal accounts. The Director will own the account lifecycle, identifying and qualifying opportunities by understanding the economic benefits to the customer, recognizing decision-makers with budget authority, and comprehending the decision and contracting processes. This role involves creating customer champions, positioning against competitors, implementing sales forecasting, managing the sales pipeline, and identifying and qualifying prospects through various channels such as research, calls, emails, face-to-face meetings, networking, and trade events. Collaboration with the federal business team to drive growth is also essential.
Candidates must reside in the Washington, D.C., metro area, including Virginia and Maryland. A minimum of 10 years of experience in a complex, solution-selling environment is required, with a proven record of signing large deals within the federal space. An understanding of government budgets, federal funding cycles, and contract processes is essential. The ability to negotiate and execute contracts by leveraging cross-functional resources is necessary. Experience leading the RFP response effort in complex federal organizations is required, along with a proven track record of closing large deals exceeding $1 million to $10 million and regularly meeting or exceeding annual quotas. Willingness to travel approximately 20% based on customer needs is expected.
The starting salary range for this position is $150,000 to $188,000 per year, with the actual offer considering internal equity, geographic region, and experience. In addition to the base salary, the position includes a bonus plan, 401(k) match, health, dental, vision, gym, phone, and tuition reimbursement, among other benefits.
Boingo fosters a creative and collaborative work environment, emphasizing innovation and teamwork. The company takes pride in its culture and offers opportunities for professional growth and development. Joining Boingo means becoming part of a team that values fun and the creation of outstanding products.