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 while recruiting additional talent as the pipeline and territory grow.

• Take responsibility for the quality of the federal pipeline, ensuring accurate forecasting, achieving new/incremental ACV, and managing renewals.

• Create and implement the strategy for federal partnerships and contract vehicles.

• Engage in strategic federal opportunities, cultivate agency relationships, develop deal strategies, conduct executive briefings, and navigate procurement processes.

• Collaborate with Marketing, Solution Consulting, Product, Legal/Compliance, Customer Success, and Professional Services to execute go-to-market strategies and ensure federal compliance.

• Act as a proactive field leader by participating in customer meetings, on-site agency visits, executive briefings, and federal IT/cybersecurity industry events.

• Recruit, interview, and onboard federal sales professionals.

• Develop onboarding and enablement programs for the new team members.

• Support the career growth of direct reports through coaching and skill enhancement.

• Foster disciplined forecasting, conduct pipeline inspections, and ensure adherence to a consistent qualification framework.

• Advise product, marketing, and executive leadership regarding agency buyer requirements, compliance necessities, and competitive landscape.

• Represent Nexthink at agency, partner, and channel engagements.

• Oversee the scaling of Nexthink’s federal go-to-market strategy, team, partner/channel model, and pipeline operations.

• Report directly to the SVP, Sales – Americas.

⛳️ Requirements

• Over 10 years of experience in enterprise SaaS sales.

• Proven track record of building and/or leading U.S. federal government sales, including experience with civilian agencies, DoD, and/or the Intelligence Community.

• At least 5 years of experience leading a successful federal or public-sector sales team with direct accountability for achieving quotas.

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

• Proven ability to establish a federal business from the ground up, including securing agency logos, developing contract-vehicle/partner relationships, and creating a repeatable federal sales process.

• Understanding of federal procurement budget cycles, contracting vehicles such as GSA Schedule, and RFP/RFQ procedures.

• Experience collaborating with federal resellers, systems integrators, or aggregators.

• Demonstrated operational rigor in maintaining forecasting accuracy, pipeline discipline, and executing opportunities using a structured qualification framework like MEDDPICC.

• Hands-on leadership approach, comfortable functioning as both a player and a coach.

• Entrepreneurial mindset with the capacity to navigate uncertainty and shape a comprehensive federal go-to-market strategy.

• High level of integrity, strong business acumen, and a customer-focused attitude.

• Established relationships with IT, cybersecurity, or digital transformation leaders within the DoD, Intelligence Community, or major civilian agencies.

• Experience supporting a vendor's FedRAMP authorization process from a market-facing or customer-facing standpoint.

• Familiarity with security clearance and personnel requirements for federal engagements, even if not personally cleared.

• Experience selling Digital Employee Experience, APM, observability, or related SaaS categories to government accounts.

🏝️ Benefits

• Comprehensive health, dental, and vision coverage fully paid for US employees.

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

• Flexible working hours.

• Unlimited paid time off.

• 15 days of holidays.

• 11 company-paid holidays.

• 3 additional days allocated for volunteering.

• A hybrid work model that balances office presence with remote work.

• Structured onboarding designed to encourage connections and team integration.

• Free access to professional training platforms.

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

• 6 weeks of paid leave for secondary caregivers.

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

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

• A commission or performance bonus plan may be included in the total rewards compensation package.