VP Federal Sales

Nexthink•Washington, DC

4d•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 an existing federal sales team—currently 3–4 Enterprise Account Executives and Client Directors—into a larger, disciplined organization as pipeline and market opportunity expand. The role reports to the SVP, Sales – Americas. The position will shape Nexthink’s federal commercial strategy, grow the team, and strengthen operating practices for forecasting, pipeline discipline, and partner engagement as the business scales. It owns the federal go-to-market effort, including pipeline quality, forecast accuracy, new and incremental ACV, renewals, partner and contract-vehicle strategy, strategic opportunities, agency relationships, and procurement navigation. The leader will work across Marketing, Solution Consulting, Product, Legal/Compliance, Customer Success, and Professional Services to align go-to-market 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 recruit and develop federal sales talent, establish onboarding and enablement for a developing team, coach direct reports, and represent the federal market and Nexthink in agency, partner, and channel engagements.

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 into federal agencies.
Demonstrated ability to build an early-stage federal business, including establishing initial agency customers, setting up contract-vehicle or partner relationships, and creating a repeatable federal sales motion.
Working knowledge of federal procurement budget cycles, contracting vehicles such as GSA Schedule, and RFP/RFQ processes and their impact 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 selling within ITSM, End-User Computing/VDI, endpoint/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 into government accounts.

Responsibilities

Lead, coach, and grow the existing federal sales team, hiring additional talent 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 suited to how Nexthink will transact with agencies.
Engage directly in strategic federal opportunities, agency relationships, deal strategy, executive briefings, and procurement processes, 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 in the field through customer meetings, on-site agency visits, executive briefings, and 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, coaching, skill-building, and long-term retention.
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 with executive presence in agency, partner, and channel engagements.
Work with the SVP, Sales – Americas and executive leadership to shape and scale Nexthink’s federal go-to-market strategy, team, partner/channel model, and pipeline operating rhythm.

Benefits

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 15 days of holidays.
11 company-paid holidays.
3 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 and may also include a commission or performance bonus plan.