AVP, Federal Sales

This is a fully remote position, open to applicants in Connecticut, +13 more locations.

📋 Description

• Develop and take ownership of Samsara's go-to-market strategy for federal civilian agencies, with plans for future expansion into defense agencies.

• Establish Samsara's federal route-to-market by collaborating with distributors, resellers, contract vehicles, and federal systems integrators.

• Recruit, nurture, and manage a dedicated federal sales team.

• Oversee the federal pipeline and manage bookings.

• Cultivate senior relationships with leaders in agency fleet, logistics, operations, and CIO/CISO roles.

• Represent Samsara at industry days, federal events, and engage with government affairs partners.

• Convert FedRAMP authorization progress into customer communications and contribute to the GovCloud roadmap.

• Create federal-specific pipeline stages, forecasting methods, quotas, and compensation structures.

• Collaborate on FAR-compliant terms, teaming agreements, and adhere to federal ethics standards.

• Advocate for Samsara’s cultural principles as the company expands.

⛳️ Requirements

• Minimum of 12 years of experience in enterprise technology sales.

• At least 8 years of experience selling to U.S. federal government agencies.

• A minimum of 5 years in leadership positions for federal sales teams, including managing account executives as a second-line manager or higher.

• Proven success in building or scaling a federal sales practice within a commercial-first SaaS, cloud, or IoT organization, including sales through and post-FedRAMP authorization.

• Consistent record of surpassing federal bookings targets, including securing multi-year, seven-figure contracts with agencies.

• Practical experience with federal acquisition processes: GSA Schedule and other contract vehicles, as well as working with distributor and reseller models, and federal systems integrators.

• Established connections with stakeholders in federal civilian agencies, systems integrators, and the federal partner ecosystem.

• Experience in leading business development and capture efforts for competitive federal procurements, from pre-RFP shaping to proposal and award stages.

• Ability to qualify for a Public Trust position.

• Familiarity with Shipley or similar capture and proposal methodologies.

• Working knowledge of FedRAMP, FAR/DFARS, Section 508 accessibility, and the Buy American and Trade Agreements Act requirements.

• Experience with Department of Defense or National Guard fleet programs.

🏝️ Benefits

• Competitive total compensation that exceeds market standards through base salary, performance-based bonuses or variable pay, and equity (for eligible roles).

• Flexible, employee-driven remote work model.

• Professional development stipend.

• Comprehensive health insurance plans.

• Parental leave options.

• Flexible working arrangements, including support for remote work.