VP Federal Sales

Nexthink•Annapolis, DC

10h•$200,000 - $250,000•Hybrid

About The Position

Nexthink is scaling its Digital Employee Experience (DEX) platform in the U.S. Federal / Public Sector market. The VP, Federal Sales will lead and grow the existing federal sales team into a larger, disciplined organization as pipeline and market opportunity expand. Reporting to the SVP, Sales – Americas, this leader will shape federal commercial strategy, grow the team, and strengthen forecasting, pipeline discipline, and partner operations as the business scales toward FedRAMP authorization. The role owns the federal go-to-market strategy, team growth, partner and channel model, and pipeline operating rhythm. It combines hands-on customer and opportunity leadership with people management, hiring, coaching, and cross-functional work to align execution with Nexthink’s federal compliance path. The VP will also represent the federal market internally, advising product, marketing, and executive leadership on agency requirements, compliance needs, and competitive dynamics.

Requirements

10+ years of enterprise SaaS sales experience, including a meaningful, verifiable track record building and/or leading U.S. federal government sales across 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 a federal business from an early stage, including establishing initial agency customers, setting up contract-vehicle and partner relationships, and creating a repeatable sales motion.
Working knowledge of federal procurement budget cycles, contracting vehicles such as the GSA Schedule, and RFP/RFQ processes and their impact on sales cycles and deal strategy.
Experience working with federal resellers, systems integrators, or aggregators to route opportunities through appropriate contract vehicles.
Demonstrated operational rigor, including forecasting accuracy, pipeline discipline, and opportunity execution using a structured qualification framework such as MEDDPICC.
Hands-on leadership style and comfort operating as both a 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 or cybersecurity, observability, or adjacent IT operations categories.
Existing relationships with IT, cybersecurity, or digital transformation leaders 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 a federal partner and contract-vehicle strategy aligned with how Nexthink intends to transact with agencies.
Engage directly 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.
Conduct 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, and build onboarding and enablement for the developing team.
Guide direct reports’ career development through coaching, skill-building, and retention efforts.
Drive operational rigor through disciplined forecasting, pipeline inspection, and consistent qualification practices.
Represent the federal market internally by informing product, marketing, and executive leadership about agency buyer requirements, compliance needs, and competitive dynamics.
Represent Nexthink in agency, partner, and channel engagements.
Work with the SVP, Sales – Americas and executive leadership to shape federal strategy as it scales.

Benefits

100% covered company 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 15 days of holidays.
11 company-paid holidays.
Three extra days for volunteering.
Hybrid work model with structured onboarding.
Free access to professional training platforms.
Up to 16 weeks of paid leave for birthing parents or primary caregivers and 6 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 total on-target earnings of $400,000–$500,000, with potential to earn commissions above that range.