VP Federal Sales

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Lead and expand an established federal sales team consisting of Enterprise Account Executives and Client Directors.

• Recruit additional team members as the pipeline and territory grow.

• Oversee the quality of the federal pipeline, ensure forecasting accuracy, manage new/incremental ACV, and handle renewals.

• Create and implement Nexthink’s strategy for federal partnerships and contract vehicles.

• Personally engage in strategic federal opportunities, build agency relationships, formulate deal strategies, conduct executive briefings, and navigate procurement processes.

• Manage responses to RFP/RFQ submissions, understand agency budget cycles, and utilize contracting vehicles.

• 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, conducting on-site agency visits, leading executive briefings, and attending federal IT/cybersecurity events.

• Recruit, interview, and onboard federal sales talent.

• Develop onboarding and enablement initiatives for a new and evolving team.

• Mentor and guide the career development of direct reports through coaching and skill enhancement.

• Promote operational excellence through accurate forecasting, pipeline inspection, and consistent qualification frameworks.

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

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

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

⛳️ Requirements

• Over 10 years of experience in enterprise SaaS sales.

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

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

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

• Demonstrated experience in building a federal business from inception, securing initial agency logos, establishing contract-vehicle/partner relationships, and developing a repeatable federal sales strategy.

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

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

• Proven operational discipline in forecasting accuracy, pipeline management, and opportunity execution utilizing structured qualification frameworks like MEDDPICC.

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

• Entrepreneurial mindset with the ability to navigate uncertainty and shape an overarching federal go-to-market strategy.

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

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

• Direct involvement in supporting a vendor’s FedRAMP authorization process from a go-to-market or customer-facing perspective.

• Understanding of security clearance and personnel requirements for federal engagements, even without personal clearance.

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

🏝️ Benefits

• Comprehensive health, dental, and vision benefits fully covered by the company.

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

• Flexible working hours.

• Unlimited paid time off.

• 15 days of holiday leave.

• 11 company-paid holidays.

• 3 additional days for volunteering activities.

• Hybrid work model that balances office and remote work.

• Structured onboarding process to encourage team integration and connections.

• Complimentary 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, with immediate vesting.

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

• Competitive base salary, which may include a commission or performance bonus plan.