VP Federal Sales

Nexthink•Washington, DC

18h•$200,000 - $250,000•Hybrid

About The Position

Nexthink is scaling its Digital Employee Experience (DEX) platform in the U.S. Federal and Public Sector market. The VP, Federal Sales will lead and grow the existing federal team into a larger, disciplined sales organization as pipeline and market opportunity expand. The role reports to the SVP, Sales – Americas. The VP will own Nexthink’s federal go-to-market growth, including team development, federal partner and contract-vehicle strategy, pipeline quality, forecasting, and attainment of new and incremental ACV and renewals. The leader will personally engage in strategic opportunities, agency relationships, deal strategy, executive briefings, and procurement navigation, while partnering across the company to align sales execution with Nexthink’s federal compliance path. This is a hands-on field leadership role involving customer meetings, on-site agency visits, executive briefings, and relevant federal IT and cybersecurity events. The VP will build onboarding and enablement for a developing team, coach and develop direct reports, establish operational discipline, and represent federal-market requirements and competitive dynamics to internal teams and executive leadership.

Requirements

10+ years of enterprise SaaS sales experience, including a meaningful, verifiable track record building and/or leading U.S. federal government sales in civilian agencies, DoD, and/or the Intelligence Community.
5+ years leading a high-performing federal or public-sector sales team, with direct accountability for quota attainment.
Direct experience selling a FedRAMP-authorized or actively FedRAMP-in-process SaaS platform to federal agencies.
Demonstrated ability to build an early-stage federal business, including securing initial agency logos, establishing contract-vehicle or partner relationships, and creating a repeatable federal sales motion.
Working knowledge of federal procurement budget cycles, contracting vehicles such as the GSA Schedule, and RFP/RFQ processes and their effects on sales cycles and deal strategy.
Experience partnering with federal resellers, systems integrators, or aggregators to route opportunities through appropriate contract vehicles.
Demonstrated operational rigor in forecasting accuracy, pipeline discipline, and opportunity execution using a structured qualification framework such as MEDDPICC.
Hands-on leadership style and comfort operating as both player and coach while the team and sales motion are being established.
Entrepreneurial mindset and ability to navigate ambiguity and shape broader federal go-to-market strategy.
High integrity, strong commercial acumen, and a customer-centric mindset.

Nice To Haves

Experience in ITSM, End-User Computing/VDI, endpoint/cybersecurity, observability, or adjacent IT operations categories.
Existing relationships with IT, cybersecurity, or digital transformation leadership within DoD, the Intelligence Community, or major civilian agencies.
Direct experience supporting a vendor’s FedRAMP authorization process from a go-to-market or customer-facing perspective.
Familiarity with security clearance and personnel requirements for federal engagements, even if not personally cleared.
Experience selling Digital Employee Experience (DEX), APM, observability, or related technical SaaS categories to government accounts.

Responsibilities

Lead, coach, and grow the existing federal sales team, hiring additional staff as pipeline and territory expand.
Own federal pipeline quality, forecasting accuracy, and attainment of new and incremental ACV and renewals.
Design and establish Nexthink’s federal partner and contract-vehicle strategy.
Engage personally in strategic federal opportunities, agency relationships, deal strategy, executive briefings, and procurement navigation, including RFP/RFQ responses, agency budget cycles, and contracting vehicles.
Partner with Marketing, Solution Consulting, Product, Legal/Compliance, Customer Success, and Professional Services to align go-to-market execution with Nexthink’s federal compliance path.
Lead customer meetings, on-site agency visits, executive briefings, and participation in relevant federal IT and cybersecurity industry events.
Recruit, interview, and hire federal sales talent; build onboarding and enablement for a developing team.
Guide direct reports’ career development, coaching, skill-building, and retention.
Drive operational rigor through disciplined forecasting, pipeline inspection, and use of a consistent qualification framework.
Represent federal-market requirements, compliance needs, and competitive dynamics to product, marketing, and executive leadership.
Represent Nexthink with executive presence in agency, partner, and channel engagements.
Work with the SVP, Sales – Americas and executive leadership to shape federal strategy as the business scales.

Benefits

100% company-covered health, dental, and vision benefits for U.S. employees.
Access to life insurance, long-term disability, and accidental death/personal loss coverage.
Flexible hours.
Unlimited paid time off, in addition to company holidays.
11 company-paid holidays.
Three extra days for volunteering.
Hybrid work model balancing office and remote work, with structured onboarding.
Free access to professional training platforms.
Up to 16 weeks of paid leave for birthing parents or primary caregivers and six weeks for secondary caregivers.
401(k) plan with up to 4% company matching contributions and immediate vesting.
Bonuses for referring successful hires after three months of continuous employment.
Base salary of $200,000–$250,000 gross per year and OTE of $400,000–$500,000, with additional opportunity to earn commissions above that range.