Job Description

Forward Networks is revolutionizing the way large networks are managed.  The Forward Enterprise platform delivers a vendor-agnostic "digital twin" of the network, based on a mathematical model. The platform scales to support hundreds of thousands of network devices, whether cloud, hybrid cloud, or on-prem. It serves as a single source of truth for the network, enabling network operators to instantly verify security posture, accelerate troubleshooting, avoid outages, and modernize network management.

Over the past few years, Forward Networks has received tremendous industry recognition, including “Cool Vendor in Enterprise Networking” by Gartner, “Product of the Year” by Cloud Computing, “Enterprise Cloud Computing Software of the Year,” and has been named to Fortune’s 2025 “Best Workplaces in the Bay Area” list.The company was founded by four Stanford PhD graduates who saw a massive opportunity to improve network operations. Investors include Andreessen Horowitz, Threshold Ventures, and Goldman Sachs.

Forward Networks is looking for a Federal Sales Leader who has proven success scaling Federal sales organizations, ideally in cybersecurity, networking, cloud, or infrastructure software.

Do you want to create a category and help build a special company?

• Do you want to sell a platform that solves real networking problems?
• Do sensible quotas and no cap on earnings pique your interest?
• Join a company that has been in market 6+ years and has some of the top F500/Global 2000 and Federal agencies already buying and referenceable.
• If you have 15+ years of wildly successful experience selling to the Federal Government, have become a leader, and enjoy the journey of building an early-stage company...you may be the one!
• We are building a special team and hope you consider us if you want to have the experience of changing the networking world as we know it.

Responsibilities:

• Define and deliver a clear Federal go-to-market (GTM) strategy aligned with company growth objectives within the first 90 days.
• Increase pipeline velocity and the customer base across Civilian, DoD, and Intelligence Community sectors.
• Secure 8–16 new strategic Federal logos annually while expanding the footprint within the top 10 existing accounts.
• Develop and grow strategic partnerships with FSIs and channel partners to drive repeatable, scalable deal flow.
• Drive consistent sales execution across the territory using proven methodologies and best practices.
• Lead, support, and develop a high-performing, customer-centric team of Regional Sales Directors.
• Provide hands-on coaching in sales strategy, pipeline development, and opportunity management.
• Maintain a deep understanding of the competitive landscape and positioning within the Federal space.

Requirements & Background:

• 15+ years of enterprise sales experience, with a strong track record of success in Federal markets (Civilian, DoD, and IC).
• Proven experience managing large, complex Federal deals ($5M–$20M+) and navigating long procurement cycles.
• Deep understanding of Federal procurement processes, compliance, and contract vehicles (e.g., GSA, SEWP, IDIQs, OTAs).
• Strong relationships with executive and technical stakeholders across Civilian agencies, DoD, and the Intelligence Community.
• Consistent overachievement of individual and team sales targets.
• Excellent communication, negotiation, and executive presentation skills.
• Absolute attention to detail.
• Located in the WDC metropolitan area.

Leadership & Management

• Demonstrated ability to build, scale, and mentor high-performing Federal sales teams, including direct sales, SEs, and channel/alliances.
• Skilled at hiring and retaining top Federal sales talent while fostering a high-performance culture.
• Experience working cross-functionally in matrixed organizations, aligning closely with marketing, product, legal, and finance.
• Strong forecasting skills and ability to drive predictable, scalable revenue growth.

Go-to-Market & Growth

• Proven ability to design and execute a Federal GTM strategy across Civilian, DoD, and IC sectors, prioritizing based on budget and mission trends.
• Experience developing and expanding partnerships with FSIs, OEMs, and VARs to increase contract accessibility and reach.
• Strong capability to drive account expansion within existing customers while consistently landing new strategic accounts.
• Ability to provide market and customer feedback to influence product roadmap and strategy.

Skills & Attributes

• Strong executive presence and ability to sell value at the C-level and influence mission owners and stakeholders.
• Expert in negotiating and closing complex enterprise agreements.
• Data-driven approach with a strong grasp of sales KPIs, pipeline metrics, and ARR growth levers.
• Entrepreneurial mindset — thrives in high-growth, fast-paced, and evolving environments.

Security Clearance

• Active Top Secret clearance required at a minimum.
• TS/SCI clearance strongly preferred due to engagement with the DoD and  Intelligence Community.
• Must be willing and eligible to maintain or upgrade clearance as needed.

The expected On-Target Cash Earnings for this role is between 400,000-500,000 per year. Within this range, individual pay is determined by several factors including but not limited to, job-related skills, work experience, and relevant education/training.

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