About Ribbon Communications

Ribbon Communications (Nasdaq: RBBN) is a global provider of real-time communications software and network solutions to service providers, enterprises, and critical infrastructure sectors. With a presence in over 140 countries, Ribbon delivers cloud-native software, IP and optical networking solutions, and analytics that enable secure, intelligent, and reliable communications. Our mission is to empower our customers to modernize their networks and thrive in a digital-first world.

Account Manager – US Federal Sales

Location: Remote (Greater Washington, DC area preferred)
Travel: Up to 50% as required
Job Type: Full-Time

Ribbon Communications is seeking a high-performing Account Manager to lead growth in the U.S. Department of Defense (DoD) market. This is a strategic leadership role focused on driving sales of Ribbon’s optical, packet, and voice networking solutions across the federal government and its integrator ecosystem.

You will manage the entire sales cycle, from strategy to execution, supporting both direct federal engagements and indirect sales through systems integrators and contractors. This is a unique opportunity to shape Ribbon’s presence in one of the most critical and complex segments in the industry.

Key Responsibilities

• Lead sales strategy and go-to-market (GTM) initiatives for DoD and federal agencies.

• Manage full sales cycle: opportunity identification, qualification, proposal development, delivery, and follow-up.

• Collaborate cross-functionally with Sales Engineers, Marketing, Channel Sales, and Project Management to execute account plans and deliver value.

• Develop and maintain relationships with key decision-makers (VP level and above) in DoD and major systems integrators.

• Maintain CRM data (Salesforce) and provide regular updates to senior leadership.

• Represent Ribbon in federal and defense industry forums, contributing to thought leadership and market influence.

Required Qualifications

• 15+ years of experience selling complex networking and voice solutions into the U.S. Federal market.

• Deep understanding of optical transport, packet networking, voice switching, and session border control technologies.

• Experience working with or selling to the U.S. Department of Defense, especially Army or Air Force (preferred).

• Strong network of federal decision-makers and systems integrator partners.

• Familiarity with key federal procurement programs, contract vehicles, and JTIC certification processes.

• Proven ability to navigate long sales cycles and coordinate multi-stakeholder deals.

• Bachelor’s degree in Business, Engineering, or related field.

• Based in the Greater Washington, DC area or willing to relocate.

• Willing and able to travel 50%+ as needed.

Performance Indicators

• Federal sales bookings and revenue growth.

• Market share within DoD and federal integrator ecosystem.

• Expansion of turnkey network deployments and federal use cases.

• Strength of internal and partner team collaboration and execution.

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Please Note:

'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'

US Citizens and all other parties authorized to work in the US are encouraged to apply.