Role Summary 

The Senior Director, U.S. Federal Sales is a senior leadership role responsible for driving sustained revenue growth within strategic Federal customers while expanding Citrix’s presence into new U.S. Federal agencies. This leader owns the execution of Federal sales strategy across strategic DoD and Federal Civilian customers, with a strong emphasis on account expansion, platform adoption, and long-term customer value. 

This role requires a seasoned Federal sales executive with the credibility to engage at the most senior levels of government, the discipline to scale repeatable growth motions, and the leadership capability to develop and lead high-performing Federal sales teams. Success will be measured by net revenue retention, expansion within strategic customers, and increased agency-wide adoption of Citrix solutions. 

Key Responsibilities  

• Own and execute the U.S. Federal sales strategy focused on expanding revenue within existing customers and broadening Citrix adoption across new Federal agencies. 

• Drive net new growth through increased platform penetration, enterprise-wide agreements, and cross-agency expansion. 

• Lead, develop, and scale a team of Federal Account Executives, setting clear expectations for performance, accountability, and professional growth. 

• Establish disciplined, multi-year account strategies aligned to Federal mission priorities, modernization initiatives, and funding cycles. 

• Build and sustain executive-level relationships with senior Federal IT, cybersecurity, acquisition, and mission leaders. 

• Serve as a senior executive representative for Citrix within the Federal market, engaging customers, partners, and industry stakeholders. 

• Partner closely with Account Technology Strategists, Product, Marketing, and Partner organizations to ensure customer adoption and value realization. 

• Drive rigorous pipeline management, forecasting accuracy, and inspection of deal strategy across complex, high-value opportunities. 

• Navigate Federal procurement processes, compliance requirements, and contracting vehicles to accelerate customer outcomes. 

• Provide market insights and customer feedback to influence Citrix’s Federal go-to-market strategy and product investment priorities. 

• Lead complex negotiations and oversee execution of large, multi-year Federal agreements. 

Required Qualifications 

• 12+ years of experience selling enterprise technology solutions into the U.S. Federal market. 

• 7+ years of experience leading Federal sales teams with accountability for revenue growth and customer expansion. 

• Demonstrated success growing revenue within existing DoD and/or Federal Civilian customers through platform adoption and enterprise agreements. 

• Proven ability to expand technology adoption into new Federal agencies or lines of business. 

• Deep expertise in Federal procurement, budgeting, acquisition cycles, and contracting mechanisms. 

• Executive presence with the ability to influence senior government stakeholders and internal executives. 

• Strong strategic planning, negotiation, and operational rigor. 

• Ability to operate effectively in secure, regulated, and classified customer environments. 

• Bachelor’s degree required; MBA or advanced degree preferred. 

Security Clearance 

• Active U.S. Government security clearance (Secret or Top Secret preferred), or the ability to obtain and maintain a clearance as a condition of employment. 

Preferred Qualifications 

• Experience selling Citrix solutions or comparable enterprise platforms (e.g., VMware, Microsoft, AWS) within the Federal market. 

• Background in cloud, virtualization, networking, zero trust, or secure access technologies. 

• Experience leading growth initiatives during platform transitions, licensing changes, or go-to-market transformation. 

• Strong partner ecosystem experience across Federal system integrators and resellers.