Develop and execute the regional go-to-market strategy for Federal accounts, aligned with overall company objectives.
Own the regional sales number, ensuring consistent attainment of new, expansion, and renewal targets.
Lead, coach, and develop a team of Federal Account Executives (and potentially Inside Sales/SDRs) to high performance.
Maintain a deep understanding of Federal customers’ missions, priorities, procurement cycles, and acquisition vehicles (e.g., GSA, SEWP, IDIQs, GWACs, OTAs).
Collaborate with Marketing on Federal-specific campaigns, events, and thought leadership to drive awareness and demand.

10+ years of B2B enterprise sales experience, with at least 5+ years focused on selling into U.S. Federal agencies.
5+ years of experience leading and managing high-performing Federal sales teams.
Deep understanding of Federal procurement processes, contracts, and compliance requirements.
Experience selling complex, technical solutions (e.g., SaaS, cloud, cybersecurity, data/AI, or enterprise software).
Bachelor’s degree in Business, Management, or a related field; MBA or advanced degree a plus.
Strong leadership, coaching, and talent development skills with demonstrated ability to build and scale teams.
Excellent communication, executive presence, and relationship-building skills with senior government stakeholders.
Proficiency with CRM systems (e.g., Salesforce/Clari) and data-driven sales management.
Existing relationships and network within targeted Federal agencies (e.g., DoD, DHS, VA, HHS, Treasury, etc.).

VP, Federal

Key skills