Director, Federal Sales

Procore is seeking a Director of Federal Sales to launch and lead our expansion into the U.S. federal market. This is a rare opportunity to be the first dedicated federal sales leader at a high growth and category defining construction SaaS company.Reporting directly to the General Manager of Public Sector Sales, you will be responsible for developing and executing Procore’s federal go-to-market strategy while actively managing a targeted set of high priority federal opportunities. You’ll serve as the tip of the spear in bringing Procore’s world class construction management platform to federal agencies, improving project delivery, safety, efficiency, and cost effectiveness across public infrastructure and capital programs.This is a highly visible, strategic role with executive support and cross-functional collaboration across product, legal, marketing, government affairs, and operations. Over the first 6–12 months, you’ll also play a key role in building and leading a high-performing federal sales team.This position requires access to technology, software, and data that is controlled or restricted under U.S. law, regulation, executive order, or government contract.What you’ll do: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.What we’re looking for:10+ years of progressive enterprise sales experience, including at least 5 years selling to federal government agencies within a SaaS company.  Experience working in the federal government is a plus.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.Experience building and leading high-performing sales teams is a plus.Passion for construction technology, public sector innovation, and mission-driven work.