Federal Sales Director

Job Description

About This Opportunity We are looking for a high-energy and ambitious Federal Sales Director based in Canberra, Australia to join our growing global Sales team. You have a proven ability to execute with significant enterprise software sales experience focused on AI/ML, automation, big data, analytics, data science or closely related categories. Specific vertical expertise in financial services, insurance, retail, telecoms or healthcare is helpful, as is a strong working knowledge of the enterprise software landscape. H2O.ai retains a fast-moving startup culture. As a Federal Sales Director at H2O.ai, you will have demonstrated the ability to move quickly and show initiative when dealing with ambiguity, you are skilled at navigating the enterprise buying process, conveying value and compressing the sales cycle. You bring a passion for innovation and translating complex technology into a high-ROI business outcome. You are skilled at qualifying opportunities robustly, managing your time wisely, and staying focused on new and upsell revenue. This role is ideal for a results-driven sales professional with a passion for driving impactful outcomes in the public sector. If you have a proven ability to navigate the complexities of the Australian Federal Government sales and deliver results, we encourage you to apply. Candidates must be Australian citizens and eligible for an Australian Government security clearance (Baseline or higher). This is a remote/work-from-home position. What You Will Do Directly sell to Australian Federal Government agencies, leveraging your network and expertise to secure high-value contracts. Build and maintain strong relationships with key stakeholders, including CIOs, procurement officers, and decision-makers. Work closely with channel partners and system integrators to expand market reach, co-develop strategies, and drive joint sales initiatives within the government sector. Navigate Commonwealth Procurement Rules (CPRs), including tenders, panels, and whole-of-government arrangements (e.g. AusTender, DTA panels, Cloud Marketplace). Collaborate with internal teams to propose solutions that meet government requirements, ensuring compliance with frameworks like the ISM (Information Security Manual) and PSPF (Protective Security Policy Framework). Drive the end-to-end sales cycle, from lead generation to contract negotiation and closure. Stay informed on government priorities, policies, and funding initiatives to identify new opportunities. What We Are Looking For Proven track record of directly selling to, and successfully closing deals with the Australian Federal Government, particularly software solutions exceeding $300,000 to $500,000 Annual Contract Value (ACV). In-depth understanding of the Commonwealth Procurement Rules and familiarity with government-specific frameworks such as AusTender, ISM, PSPF, DTA certifications for government procurement opportunities. Established relationships within federal agencies and a deep understanding of their procurement processes. Ability to navigate complex bureaucratic environments and adapt strategies to align with government protocols and decision-making processes. Exceptional negotiation, communication, and interpersonal skills, with the ability to influence and build trust with government clients. Ability to work independently and take on stretch roles when needed. Why H2O.ai? Market Leader in Total Rewards Remote-Friendly Culture Flexible working environment Be part of a world-class team Career Growth H2O.ai is committed to creating a diverse and inclusive culture. All qualified applicants will receive consideration for employment without regard to their race, ethnicity, religion, gender, sexual orientation, age, disability status or any other legally protected basis. Please visit to learn more. #J-18808-Ljbffr