Govini transforms Defense Acquisition from an outdated manual process to a software-driven strategic advantage for the United States. Our flagship product, Ark, supports Supply Chain, Science and Technology, Production, Sustainment, Logistics, and Modernization teams with AI-enabled Applications and best-in-class data to more rapidly imagine, develop, and field the capabilities we need. Today, the national security community and every branch of the military rely on Govini to enable faster and more informed Acquisition decisions.

Job Description

Govini is seeking a strategic Director of Sales Execution to serve as a force multiplier for our sales organization. This role is the connective tissue among Sales Leadership, Sales Operations, and the field. You will own execution rigor, pipeline discipline, and sales readiness as we scale a high-performing sales team in support of critical national security missions.

This position plays a central role in accelerating junior sales talent while maintaining consistency and discipline across the broader team. You will be the primary advocate for behavioral rigor, ensuring that newer reps rapidly internalize the “how” behind Govini’s sales methodology - not just what to do, but how to do it well. You have a natural ability to coach emerging talent into confident, effective sellers and future leaders, while reinforcing standards that experienced reps respect.

Operating as an extension of the SVP of Sales, you will have real authority to inspect, coach, and enforce how we sell. This role requires a blend of strategic judgment and hands-on execution - combining deal-level coaching, pipeline inspection, and targeted enablement with a clear focus on accelerating time to productivity and driving measurable impact on revenue growth.

This is a hands-on leadership role that demands credibility with the field, comfort operating in ambiguity, and a bias toward action and continuous improvement.

This role is a full-time position located out of our office in Arlington, VA.

This role may require up to 10% travel

Scope of Responsibilities

• Own day-to-day sales execution rigor, including pipeline inspection, CRM hygiene, and adherence to Govini’s sales process and methodology
• Run pipeline reviews and deal inspections, proactively identifying forecast risk and execution breakdowns
• Partner with Sales Operations to ensure data integrity, reporting accuracy, and process enforcement
• Coach and mentor Account Executives and Senior AEs across experience levels through structured deal reviews and pipeline analysis
• Serve as a leadership proxy for the SVP of Sales, reinforcing behavioral standards and selling expectations
• Design and deliver sales training programs in partnership with the SVP of Sales and Learning & Development, focused on accelerating time to productivity
• Translate real-world deal challenges into targeted enablement interventions and coaching
• Partner with Marketing and Sales Leadership to develop and maintain sales playbooks, competitive positioning, and executive-level value narratives
• Define and track sales readiness and execution metrics tied to pipeline health, forecast accuracy, and revenue outcomes
• Contribute synthesized field insights to executive reporting and leadership reviews

Qualifications

• U.S. Citizenship is required
• Bachelor's degree

Required Skills:

• 5+ years of direct federal sales experience
• 5+ years of sales leadership, sales operations, or sales enablement experience
• Demonstrated success scaling sales execution through process, tooling, and coaching
• Experience selling to or supporting Department of War or national security organizations
• Exceptional verbal and written communication skills with executive presence

Desired Skills:

• Experience in a high-growth SaaS or startup environment
• Experience navigating Defense Acquisition and national security problem sets in complex, mission-driven environments
• Active U.S. security clearance or ability to obtain one