Vice President of Sales – Federal (Civilian)

C3 AI•Tysons, VA

15h

About The Position

C3 AI is hiring a Vice President of Sales, Federal – Civilian to lead and execute the company’s growth strategy across U.S. Federal Civilian agencies. This direct quota-carrying role will focus on capturing new mission-critical accounts and expanding C3 AI’s footprint across departments such as HHS, VA, DHS, Treasury/IRS, USDA, DOE, GSA, and SSA. The VP will own the full civilian sales process — from capture strategy and teaming to execution and delivery — driving revenue growth and mission impact in support of citizen services, program integrity, and agency modernization. This is a senior, direct quota-carrying, individual-contributor opportunity with no direct reports and a large individual quota. As a strategic deal maker, the Vice President will personally originate, pursue, and close the most significant, high-value opportunities across Federal Civilian agencies, and will collaborate closely with the broader federal sales organization, partners, and delivery teams to win and grow flagship accounts.

Requirements

Bachelor’s degree required; advanced degree preferred.
15+ years in enterprise software or technology sales, including 10+ years selling into U.S. Federal Civilian agencies and 10+ years in a senior, quota-carrying individual-contributor capacity.
Demonstrated success selling to Federal Civilian agencies (e.g., HHS, VA, DHS, Treasury/IRS, USDA, DOE, GSA, SSA), with a proven track record of exceeding aggressive targets.
Deep understanding of federal acquisition processes, civilian contract vehicles (GSA Schedules, GWACs, BPAs), budget cycles, and the partner and systems-integrator ecosystem.
Experience engaging government C-suite, SES, and senior agency stakeholders such as CIOs and CDOs.
Expertise in AI, Machine Learning, or enterprise data platforms strongly preferred; familiarity with civilian mission use cases (fraud detection, health, benefits, financial management, citizen services) a plus.
Familiarity with federal cloud and security frameworks (FedRAMP, FISMA) a plus.
Demonstrated track record of personally closing large, complex, multi-year federal transactions and expanding flagship accounts into major programs of record.
Strong skills in capture strategy, pipeline management, and forecasting.
Excellent interpersonal, organizational, and communication abilities.

Nice To Haves

Advanced degree preferred.
Expertise in AI, Machine Learning, or enterprise data platforms strongly preferred.
Familiarity with civilian mission use cases (fraud detection, health, benefits, financial management, citizen services) a plus.
Familiarity with federal cloud and security frameworks (FedRAMP, FISMA) a plus.

Responsibilities

Originate, pursue, and personally close large, complex, multi-year transactions and programs of record at scale across Federal Civilian departments and agencies, carrying a significant individual quota.
Personally engage senior government leaders — SES, agency CIOs/CDOs, and program mission owners — to secure and grow strategic accounts.
Develop and execute account and capture strategies aligned to agency modernization initiatives and Administration priorities, including fraud/waste/abuse detection, health and benefits delivery, financial management, supply chain, and citizen services.
Build and manage a qualified pipeline, navigating federal acquisition cycles, budget timelines, and civilian contract vehicles (e.g., GSA Schedules, GWACs such as Alliant 2 and OASIS+, agency BPAs, sole-source and full-and-open procurements).
Establish and grow relationships with systems integrators, prime contractors, and channel partners to expand reach and win teaming opportunities.
Collaborate with executive leadership, public-sector marketing, and delivery teams to align go-to-market goals with company objectives.
Maintain accurate forecasting and pipeline reporting against federal fiscal-year and program milestones.
Represent C3 AI at key government engagements, industry days, and civilian agency events.
Ensure all activities comply with federal procurement regulations (FAR) and applicable security and data-handling requirements (e.g., FedRAMP, FISMA).