DoD/ Federal Director

Don't just follow the industry; define it. Tetrate, creators of Envoy Gateway, Envoy AI Gateway, and pioneers of industry-defining security frameworks (SPIFFE, NGAC), is building a high-caliber sales organization.

We're seeking experienced DoD Directors to lead the charge in delivering transformative security solutions that protect national security and drive our expansion across the Department of Defense agencies.

This key hire will leverage our existing USAF Platform One success to build and execute a strategic growth plan targeting multiple military branches. The ideal candidate will have deep DoD relationships, understand the federal procurement process, and be adept at navigating complex sales cycles within the defense sector. This role is critical to establishing Tetrate as the standard for secure service mesh in classified and sensitive DoD environments, demonstrating how we solve Layer 7 challenges and security vulnerabilities.

Responsibilities

• Develop and execute a DoD sales strategy, expanding from USAF Platform One to other military branches (Navy, Army, Space Force, Coast Guard, Marines).
• Build and manage a qualified DoD pipeline, closing deals with new agencies
• Drive strategic DoD programs focused on cloud migration, Zero Trust, and microservices adoption.
• Create and leverage at least two referenceable DoD success stories (minimum 2 by Q4 FY26)
• Collaborate with the Channel Manager to engage systems integrators and resellers in the DoD market.
• Provide market intelligence and feedback to product teams to ensure alignment with DoD requirements.
• Identify and pursue strategic DoD programs focused on cloud migration, Zero Trust implementation, and microservices adoption
• Represent Tetrate at key DoD and federal conferences, events, and industry forums.
• Maintain accurate sales forecasting and pipeline reporting.

Required Skills

• Proven success in selling enterprise tech and closing high-value DoD contracts (Army, Navy, Air Force, Marines, Coast Guard, and defense agencies)
• Deep knowledge of DoD procurement including contract vehicles (SBIR, OTAs, IDIQ, etc.).
• Strong relationships with DoD IT decision-makers and program offices.
• Experience selling enterprise software with 6, month sales cycles.
• Familiarity with DoD security requirements and compliance frameworks.
• Excellent communication, negotiation, and presentation skills.
• Ability to clearly articulate complex technical solutions to both technical and non-technical audiences.
• Ability to obtain and maintain required security clearances.

Qualifications

• Experience with cloud networking, security, Kubernetes, DevOps and Zero Trust.
• Familiarity with Service Mesh technologies (Istio, Envoy) and microservices architectures.
• Understanding of DevSecOps in DoD environments.
• Experience with Platform One, Iron Bank, or DoD software factories.
• Prior military service or defense sector experience.

If you're looking for a job, this isn't it. If you're ready to be part of something larger than yourself, connect with us.

Locations: United States, with 40-50% travel to DoD facilities. Preference for candidates near San Antonio, TX, or Washington, DC.