VP Federal Sales

Nexthink•McLean, VA

1d•$400,000 - $500,000•Hybrid

About The Position

Nexthink is seeking a VP, Federal Sales to scale its Digital Employee Experience (DEX) platform in the U.S. Federal and Public Sector market. Reporting to the SVP, Sales Americas, this leader will grow an existing federal team into a larger, disciplined sales organization as pipeline and market opportunity expand. The role will shape federal commercial strategy, build the team and partner/channel model, and strengthen forecasting and pipeline operations as Nexthink progresses toward FedRAMP authorization. The VP will lead and coach Enterprise Account Executives and Client Directors, hire additional federal sales talent, and own federal pipeline quality, forecast accuracy, new and incremental ACV, and renewals. The position combines strategic leadership with hands-on field engagement, including agency relationships, customer meetings, executive briefings, deal strategy, procurement navigation, and participation in relevant federal IT and cybersecurity events. The leader will also represent the federal market internally and work across teams to align go-to-market execution with Nexthink’s federal compliance path.

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 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 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

Nice-to-have experience selling in 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, including Enterprise Account Executives and Client Directors, and hire additional team members as pipeline and territories 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 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 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 a 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 in agency, partner, and channel engagements with executive presence.
Work with the SVP, Sales Americas and executive leadership to shape Nexthink’s federal go-to-market strategy as it scales.

Benefits

US employees receive 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 15 days of holidays.
11 company-paid holidays.
3 extra days for volunteering.
Hybrid work model balancing office and remote work.
Structured onboarding to foster connections and team integration.
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 plus potential commission or performance bonus plan.