VP Federal Sales

Nexthink•McLean, VA

4d•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 sales team into a larger, disciplined organization as pipeline and market opportunity expand. The role will shape federal commercial strategy and strengthen forecasting, pipeline discipline, and partner motions as the business scales and progresses toward FedRAMP authorization. The VP will lead and develop federal sales talent, own federal pipeline quality and forecasting, and be accountable for new and incremental ACV and renewals. The position will establish the federal partner and contract-vehicle strategy, lead strategic agency opportunities and procurement navigation, and coordinate go-to-market execution with internal teams. This is a hands-on player-coach role involving customer and agency engagement, hiring and onboarding, career development, and representing the federal market to Nexthink’s product, marketing, and executive leadership. Nexthink is a multinational company with more than 1,100 employees in 21 countries. The role is offered with a hybrid work model. The compensation package includes a base salary and may include commission or a performance bonus; the salary range is not specified in the posting.

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 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 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 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 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 territory expand.
Own federal pipeline quality, forecasting accuracy, and attainment of new and incremental ACV and renewals.
Design and establish the federal partner and contract-vehicle strategy for transacting with agencies.
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.
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, and build onboarding and enablement for the developing team.
Guide direct reports’ career development through coaching and skill-building, supporting long-term retention as the team scales.
Drive operational rigor through disciplined forecasting, pipeline inspection, and consistent qualification-framework use.
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 federal strategy as the business scales.

Benefits

Company-covered health insurance
Company-covered dental insurance
Company-covered vision insurance
Life insurance
Long-term disability coverage
Accidental death/personal loss coverage
Flexible hours
Unlimited paid time off
11 company-paid holidays
3 extra days for volunteering
Hybrid work model
Structured onboarding
Free access to professional training platforms
Up to 16 weeks of paid leave for birthing parents/primary caregivers
6 weeks of paid leave for secondary caregivers
401(k) plan with up to 4% company matching contributions and immediate vesting
Bonuses for successful employee referrals after three months of continuous employment
Base salary and potential commission or performance bonus