Director

Summary

Join Procore as the Director of Federal Sales to spearhead the company's expansion into the U.S. federal market. Reporting to the General Manager of Public Sector Sales, you will be responsible for developing and executing Procore’s federal go-to-market strategy, actively managing high-priority federal opportunities, and building a high-performing federal sales team. This highly visible role requires collaboration with cross-functional teams, including product, legal, marketing, government affairs, and operations. You will serve as a subject matter expert on the federal market, influencing Procore’s product roadmap and strategy to meet agency needs. The position requires ensuring full compliance with federal procurement and cybersecurity regulations. This is a unique opportunity to be a first mover in a high-growth company.

Requirements

• 10+ years of progressive enterprise sales experience, including at least 5 years selling to federal government agencies within a SaaS company
• Proven success closing complex, multi-stakeholder federal deals, ideally within civilian or DoD markets
• Strong understanding of the federal government sales cycle, federal procurement landscape, including contract vehicles (e.g., GSA, GWACs), compliance requirements (e.g., FedRAMP), acquisition regulations (FAR/DFARS), and partner ecosystems
• Entrepreneurial mindset and willingness to build from scratch in a fast-moving, collaborative environment

Responsibilities

• Develop and execute a comprehensive federal go-to-market (GTM) strategy that drives revenue growth, increases market share, and aligns with federal policy priorities and budget allocations
• Build and manage Procore’s federal pipeline from the ground up by identifying, pursuing, and capturing opportunities across priority agencies and contract vehicles (e.g., GSA, IDIQ, OTA)
• Establish and grow strategic relationships with federal decision-makers, systems integrators, and technology partners to expand access and accelerate deals
• Ensure full compliance with federal procurement and cybersecurity regulations, including FAR, DFARS, and CMMC, while collaborating closely with legal and government affairs teams
• Serve as a subject matter expert on the federal market, influencing Procore’s product roadmap, pricing strategy, service delivery, and positioning to meet agency needs
• Collaborate with Marketing and Product and Technology (P&T) teams to differentiate Procore’s platform in the federal space by emphasizing innovation, security, cost-effectiveness, and mission alignment
• Manage contract execution and delivery performance to ensure customer satisfaction, strong renewal rates, and healthy margins
• As an anticipated future job requirement, hire, lead, and develop a high-performing federal sales team, providing mentorship and strategic direction as the team scales

Preferred Qualifications

• Experience building and leading high-performing sales teams is a plus
• Passion for construction technology, public sector innovation, and mission-driven work
• Experience working in the federal government is a plus

Benefits

• Base Pay Range $178,636 - $245,625. Plus commission plan for an estimated on-target earnings of $357,273 - $491,250
• Eligible for Equity Compensation
• Generous paid time off
• Healthcare coverage
• Career enrichment and development programs