VP, Federal Sales

Role Overview

• Develop and implement a winning Federal sales strategy, identifying key agencies, system integrators, and partners for growth.
• Drive agreed-upon sales strategies and processes to meet and exceed sales goals, with a focus on Federal compliance and contracting cycles.
• Establish and manage the Federal sales plan, including target setting and allocating named accounts and territories across the Federal sector.
• Lead with great teamwork ethics, fostering a collaborative, compliant, and results-oriented Federal Sales team.
• Hire, train, motivate, and retain an effective Federal Sales force.
• Role model executive leadership and management qualities within the Federal market.
• Management of the Federal team’s pipeline, ensuring qualification, and accurately forecasting business on a weekly basis.
• Provide timely and accurate field feedback regarding Federal requirements, compliance needs, and competitive intelligence to other departments within ExtraHop.
• Work proactively with Federal channel partners, system integrators, and contracting vehicles (e.g., GSA, IDIQs) to grow business.
• Meet/Exceed the Federal Sales team pipeline and booking targets.

Requirements

• Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering).
• 10+ years of progressive sales experience in the US Federal Government sector, with a minimum of 5 years managing remote Federal field sales teams at a Director/VP level.
• Track history of successfully selling technical solutions and complex enterprise security products to Federal agencies.
• Demonstrated technical acumen to articulate ExtraHop's value proposition in a differentiated and compelling manner within the Federal IT and security landscape.
• Strong communication, organizational, and interpersonal skills, with proven ability to interface with senior government executives.
• Proven history of sales success in security, network performance management, cloud security, or related IT infrastructure solutions within the Federal domain.
• Demonstrated ability to secure meetings and close deals with senior-level executives (e.g., CIOs, CISOs, Agency Directors).
• Solid and current understanding of enterprise security and compliance standards relevant to the US Federal Government (e.g., FedRAMP, CMMC).
• Acute commercial skills with an understanding of complex Federal contracting vehicles (GSA, SEWP, etc.), Capex, Opex, and finance requirements.
• Strong independent work ethic and experience working in a dynamic culture.
• Existing senior-level relationships at a wide range of enterprise Federal accounts (DoD, Civilian, Intel. FSI’s).
• Ability to travel, including frequent travel within the Washington D.C. area.
• Works cooperatively with others within the organization and other cross-functional stakeholders.
• Works well in fast-paced, high-stress environments.
• Has predictable, reliable attendance.

Tech Stack

• Cloud

Benefits

• Health, Dental, and Vision Benefits
• Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
• Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
• FSA and Dependent Care Accounts + EAP, where applicable
• Educational Reimbursement
• 401k with Employer Match or Pension where applicable
• Pet Insurance (US Only)
• Parental Leave (US Only)
• Hybrid and Remote Work Model