VP Federal Sales

Nexthink•Annapolis, MD

1d•$400,000 - $500,000•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 an existing federal team into a larger, disciplined sales organization as pipeline and market opportunity expand. The role reports to the SVP, Sales – Americas. Federal / public sector is a growth vertical for Nexthink, aligned with the company’s progress toward FedRAMP authorization. This leader will shape federal commercial strategy, grow the team, and strengthen forecasting, pipeline discipline, and partner operations as the business scales. The role owns the growth of Nexthink’s federal go-to-market strategy, team, partner and channel model, and pipeline operating rhythm, working closely with the SVP, Sales for Americas and executive leadership. The VP will lead and coach the existing team, hire as the business expands, and own federal pipeline quality, forecasting accuracy, new and incremental ACV, and renewals. The role will establish an appropriate partner and contract-vehicle strategy, engage directly in strategic opportunities and agency relationships, and guide deal strategy, executive briefings, and procurement navigation. The leader will work cross-functionally to align go-to-market execution with Nexthink’s federal compliance path, represent the company in customer and industry engagements, develop the team, and communicate federal market requirements and competitive dynamics internally. The role offers a base salary of $200,000–$250,000 per year and total on-target earnings of $400,000–$500,000, with additional commission opportunity above that range. Nexthink’s U.S. benefits include company-covered health, dental, and vision benefits; life insurance, long-term disability, and accidental death/personal loss coverage; flexible hours; unlimited paid time off; paid holidays; volunteer days; a hybrid work model; professional training resources; paid caregiver leave; a 401(k) with company matching; and referral bonuses.

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 a federal business from an early stage, including establishing initial agency customers, setting up contract-vehicle or 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 effect 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, 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

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.
Experience in ITSM, End-User Computing/VDI, endpoint/cybersecurity, observability, or adjacent IT operations categories.

Responsibilities

Lead, coach, and grow the existing federal sales team, hiring additional team members 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 appropriate to how Nexthink transacts with agencies.
Personally engage 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.
Serve as a hands-on field leader through customer meetings, on-site agency visits, executive briefings, and relevant federal IT and cybersecurity industry events.
Recruit, interview, and hire federal sales talent; build onboarding and enablement for a new and developing team.
Guide direct reports’ career development through coaching and skill-building, with a focus on long-term retention.
Drive operational rigor through disciplined forecasting, pipeline inspection, and use of a consistent qualification framework.
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.

Benefits

Company-covered health, dental, and vision benefits.
Access to life insurance, long-term disability, and accidental death/personal loss coverage.
Flexible hours.
Unlimited paid time off in addition to paid holidays.
11 company-paid holidays.
Three additional paid 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 six weeks for secondary caregivers.
401(k) plan with up to 4% company matching contributions and immediate vesting.
Referral bonuses for successful hires after three months of continuous employment.
Commission or performance bonus plan may be included in total rewards compensation.