AVP, Federal Sales

Samsara

1d • $440,000 - $550,000 • Remote

About The Position

Samsara is seeking a senior sales leader to build and lead its federal business. The AVP of Federal Sales will introduce the Samsara Connected Operations Cloud to U.S. federal civilian agencies in Phase 1, then support expansion into defense agencies in Phase 2 through a dedicated FedRAMP-authorized government cloud environment. The role will establish a durable federal practice by building its team and go-to-market strategy, developing partner and contract-vehicle approaches, and owning federal bookings. The position reports to the Vice President of Public Sector Sales.

This is a remote position for candidates based on the East Coast in Maine, New Hampshire, Massachusetts, Rhode Island, Connecticut, New York, New Jersey, Delaware, Maryland, Pennsylvania, Virginia, North Carolina, South Carolina, Georgia, or Florida. Candidates based in the Washington, D.C. metropolitan area are preferred. The role requires travel up to 40% of the time.

Requirements

• 12+ years of enterprise technology sales experience, including 8+ years selling to U.S. federal government agencies.
• 5+ years leading federal sales teams, including leaders of account executives, as a second-line manager or above.
• Track record of building or scaling a federal sales practice at a commercial-first SaaS, cloud, or IoT company, including selling through and after FedRAMP authorization.
• Consistent overachievement of federal bookings targets, including closed multi-year, seven-figure agency contracts.
• Hands-on experience with federal acquisition, including GSA Schedule and other contract vehicles, distributor and reseller models, and teaming with federal systems integrators.
• Established relationships with federal civilian agency stakeholders, systems integrators, and the federal partner ecosystem.
• Experience leading business development and capture for competitive federal procurements from pre-RFP shaping through proposal and award.
• Eligibility to obtain a Public Trust position.

Nice To Haves

• A network of experienced federal sellers, capture managers, and solutions engineers who would join a new practice.
• Experience co-selling with federal systems integrators in a direct sales organization, including establishing clear account ownership and compensation rules.
• Familiarity with Shipley or a comparable capture and proposal methodology.
• Experience designing activity-based or MBO compensation for federal teams before an authorized product is available.
• Working knowledge of FedRAMP, FAR/DFARS, Section 508 accessibility, and Buy American and Trade Agreements Act requirements, including how they affect deals.
• Experience with Department of Defense or National Guard fleet programs, as a foundation for future expansion.

Responsibilities

• Build and own the federal go-to-market strategy for civilian agencies, including prioritization, territory design, and a multi-year investment plan aligned with certification milestones and the federal budget cycle, with a path to expand into defense agencies.
• Develop the federal route-to-market with Partnerships, including distributors and resellers, contract vehicles such as GSA MAS and GWACs, and co-selling relationships with federal systems integrators.
• Hire, develop, and lead a dedicated federal team, initially focused and scaled as pipeline and bookings develop. Planned roles include account executives, future business development and capture managers, and solutions engineers.
• Own federal pipeline and bookings, using early-stage indicators such as agency relationships, qualified opportunities, and RFI and proposal activity, then assuming full bookings accountability when the authorized product is available to transact.
• Develop senior relationships with agency fleet, logistics, operations, and CIO/CISO leaders, and represent Samsara at industry days and federal events and with government affairs partners.
• Partner with Security and Compliance and Product to communicate FedRAMP authorization progress accurately to customers and bring agency requirements into the GovCloud roadmap.
• Work with Revenue Operations, Finance, and Sales Compensation to establish federal-specific pipeline stages, forecasting, quotas, and compensation plans for long-cycle sales.
• Partner with Legal, Deal Desk, and Contracts on FAR-compliant terms, teaming agreements, and federal ethics requirements, and uphold compliance across the team.
• Champion and model Samsara's cultural principles: Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, and Win as a Team.

Benefits

• Above-market total compensation combining base salary, performance-based bonus or variable pay, and equity for eligible roles.
• Flexible, employee-led remote work model.
• Professional development stipend.
• Comprehensive health plans.
• Parental leave plans.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed