Senior Director of Federal Sales

Incode is a Series B unicorn ($2.1 B valuation) rewriting how the world proves identity. Our AI-powered platform lets leading banks, fintechs, marketplaces, and governments deliver friction-free experiences while defeating fraud and safeguarding privacy. Customers such as Citi, AirBnB, Block, Chime, Sixt, and TikTok rely on Incode to power their identity verification and security. Recently named a leader in the Gartner® Magic Quadrant™ for Identity Verification, we’re scaling fast—and we need a product-marketing leader who can turn breakthrough technology into a category-defining narrative.

As our Senior Director of Federal Sales, you will be the force that shapes Incode’s presence in the U.S. Federal market. You will own the strategy, relationships, and execution that bring our industry-leading identity and AI technologies to government agencies where trust, security, and mission outcomes matter most. This role is an individual contributor who will own defining AND executing the strategy.

You’ll cultivate deep partnerships across federal agencies, drive complex sales cycles from prospecting to signed contract, and serve as the face of Incode in one of our most strategic and high-impact verticals. Reporting to the VP of Public Sector, you will play a critical role in accelerating our growth across North America and defining what excellence in federal sales looks like at Incode.

• End-to-End Federal Sales Leadership: Own and drive the full federal sales cycle—including identifying and targeting key agencies to closing high-value opportunities, ensuring a smooth post-sale transition, and support long-term expansion; advancing federal missions and reduce fraud.
• Strategic Account Growth Develop trusted advisor relationships with federal agencies, deeply understanding their goals, challenges, and operational realities to position Incode as the partner of choice.
• Federal Capture & Pipeline Strategy Define and continuously refine capture strategies, account plans, and pipeline discipline that support consistent monthly, quarterly, and annual revenue targets.
• Contracting Strategy & Market Pathways Evaluate and recommend contracting vehicles, teaming strategies, partnership opportunities, and prime/sub/sole-source paths that accelerate deal velocity.
• High-Impact Sales Execution Lead compelling pitches, demos, briefings, and multi-stakeholder presentations that speak to both technical and mission-driven audiences—from program managers to CIOs and CISOs.
• RFP Leadership & Compliance Own and manage RFPs, RFIs, and related federal solicitations with precision and cross-functional coordination.
• Cross-Functional Collaboration Work seamlessly and transparently with Sales Development, Product, Engineering, Legal, Finance, Marketing, and Compliance to navigate complex cycles and deliver unified customer outcomes.
• Federal Market Intelligence Stay fully plugged into federal priorities, legislation, contracting trends, competitive dynamics, and emerging technologies to inform strategy and execution.
• Travel & Relationship Building Engage directly with agencies, partners, and industry events. If located outside D.C., expect travel to exceed 50%.

• Strategic Self-starter As an individual contributor, you excel at independently defining the strategy and go-to-market plan and then driving flawless execution to bring that vision to life.
• Federal Sales Hunter You thrive on building pipeline, opening doors, and moving complex deals across the finish line in the most competitive federal environments.
• Mission-Driven Partner You understand the stakes of federal work—security, fraud prevention, and trust—and you operate with precision, credibility, and accountability.
• Strategic & Methodical You bring discipline to pipeline management, opportunity qualification, and capture processes that scale.
• Technically Fluent You translate complex SaaS, security, AI, or biometric solutions into mission-aligned outcomes for federal buyers.
• Cross-Functional Connector You align product, technical, and business stakeholders internally and externally, ensuring clarity from first conversation to signature.
• Adaptable & Resilient You excel in fast-paced, high-growth environments where you can operate with autonomy, urgency, and founder-level ownership.

• 8 -10+ years in Business Development in federal public sector (preferably civilian and DoD) or closely related disciplines, in high-growth B2B SaaS or security/identity companies.
• Proven success launching AI-powered or security-critical products to global enterprise audiences.
• Track record of influencing C-level executives and partnering with Product, Sales, and Demand Gen to exceed ambitious revenue goals.
• Exceptional written, verbal, and presentation skills—able to shift from crafting visionary keynotes to refining on-page microcopy.
• Comfortable with the ambiguity inherent in a high growth company; you bring order to chaos
• Bachelor’s or Master’s degree in business, marketing, or a technical field (or equivalent real-world mastery).

• Mission with Meaning – Shape how billions of people prove identity—safely, simply, and ethically.
• Rocket-Ship Growth – Join at an inflection point where your strategies will compound in value for years.
• Elite Team & Backing – Work a truly global with top engineers, designers, and investors who share your ambition to dominate a category.
• Ownership & Autonomy – Operate like a founder with the resources of a unicorn.
• Global Impact – Every program you launch will reverberate across industries and continents.

Lead the narrative. Empower the field. Join Incode and turn innovation into unstoppable market momentum.