VP, Federal Sales

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Lead, mentor, and develop the current federal sales team comprising 3–4 Enterprise Account Executives and Client Directors.

• Recruit additional federal sales personnel as the pipeline and territory grow.

• Take ownership of the quality of the federal pipeline, forecasting precision, achievement of new/incremental ACV, and renewals.

• Develop and implement Nexthink’s strategy for federal partners and contract vehicles.

• Actively participate in strategic federal initiatives, relationships with agencies, deal formulation, executive briefings, and navigating procurement processes.

• Manage responses to RFPs/RFQs, agency budget timelines, and contracting frameworks.

• Collaborate with Marketing, Solution Consulting, Product, Legal/Compliance, Customer Success, and Professional Services for go-to-market implementation and adherence to federal compliance.

• Conduct client meetings, on-site visits to agencies, executive briefings, and engage in pertinent federal IT/cybersecurity industry events.

• Recruit, interview, and onboard federal sales professionals.

• Create training and enablement programs for a newly forming team.

• Provide guidance on career advancement, coaching, skill development, and retention for direct reports.

• Ensure disciplined forecasting, pipeline reviews, and consistent adherence to qualification frameworks.

• Advocate for the federal market internally by communicating agency buyer needs, compliance requirements, and competitive landscapes to product, marketing, and executive leadership.

• Represent Nexthink in engagements with agencies, partners, and channels.

• Scale Nexthink’s federal go-to-market strategy, team, partner/channel model, and pipeline operating processes.

• Report directly to the SVP, Sales – Americas.

⛳️ Requirements

• 10+ years of experience in enterprise SaaS sales.

• Proven, significant track record in building or leading sales efforts for the U.S. federal government across civilian agencies, DoD, and/or the Intelligence Community.

• 5+ years of experience leading a high-performing federal or public-sector sales team with direct responsibility for achieving quotas.

• Direct experience selling a FedRAMP-authorized or in-process SaaS platform to federal agencies.

• Proven ability to establish a federal business from the ground up, secure initial agency logos, set up contract vehicle and partner relationships, and create a repeatable federal sales process.

• Familiarity with federal procurement budget cycles, contracting mechanisms such as GSA Schedule, and RFP/RFQ procedures.

• Experience collaborating with federal resellers, systems integrators, or aggregators to channel opportunities through appropriate contract vehicles.

• Demonstrated operational discipline in forecasting accuracy, pipeline management, and executing opportunities using a structured qualification framework such as MEDDPICC.

• Hands-on leadership approach with a capacity to function as both a player and a coach.

• Entrepreneurial mindset with the ability to navigate uncertainty and influence broader federal go-to-market strategies.

• High integrity, strong commercial insight, and a customer-centric approach.

• Preferred existing relationships with IT, cybersecurity, or digital transformation leaders within the DoD, Intelligence Community, or significant civilian agencies.

• Prior experience aiding a vendor’s FedRAMP authorization process from a go-to-market or customer-facing viewpoint preferred.

• Familiarity with security clearance and personnel requirements for federal engagements preferred.

• Experience selling Digital Employee Experience, APM, observability, or related technical SaaS categories into government accounts preferred.

🏝️ Benefits

• 100% company-paid health, dental, and vision insurance for U.S. employees.

• Access to life insurance, long-term disability, and coverage for accidental death/personal loss.

• Flexible working hours.

• Unlimited paid time off.

• 15 vacation days.

• 11 company-paid holidays.

• 3 additional days for volunteer work.

• Hybrid work model that balances office and remote work.

• Structured onboarding program designed to foster connections and team integration.

• Free access to professional training platforms.

• Up to 16 weeks of paid leave for birthing parents or primary caregivers.

• 6 weeks of paid leave for secondary caregivers.

• 401(k) plan with company matching contributions up to 4% and immediate vesting.

• Bonuses for successful hires referred after three months of continuous employment.

• Potential inclusion of a commission or performance bonus plan.