VP of Federal Sales

Varonis • Washington, DC

2d

About The Position

The Company:
Varonis (Nasdaq: VRNS) is a global leader in data security, taking a fundamentally different approach than traditional cybersecurity vendors. Our cloud‑native AI and Data Security Platform continuously discovers and classifies sensitive data, eliminates exposures, and detects advanced threats using AI‑powered automation.
Thousands of organizations worldwide rely on Varonis to secure their most critical information across SaaS, IaaS, and hybrid cloud environments. Our platform enables automated outcomes across AI Frameworks and agents, DSPM, data classification, data access governance, DDR, DLP, and insider risk management. Varonis secures AI and the Data that powers it.

The Role:
We are seeking a Vice President of Federal Sales to lead and scale our Federal business across Civilian, DoD, and Intelligence communities. This executive will own the strategy, execution, and revenue performance of the Federal region, driving growth through a high‑performing sales organization and a strong partner ecosystem.

As the VP of Federal Sales, you will define the go‑to‑market strategy, build and mentor a world‑class team, and ensure Varonis is positioned as the premier data‑security partner for the U.S. government. You will be accountable for exceeding revenue targets, expanding market share, and orchestrating cross‑functional alignment across Sales Engineering, Marketing, Channels, and Federal Programs.

The Location:
We are prioritizing candidates located within the Washington, D.C. metro area with deep experience navigating the Federal ecosystem.

Requirements

• Bachelor’s Degree or equivalent experience; advanced experience in Federal sales leadership strongly preferred.
• 10+ years of Federal cybersecurity or SaaS sales leadership, with a track record of exceeding multi‑million‑dollar quotas.
• Deep understanding of Federal procurement cycles, compliance frameworks, and partner ecosystems (SI’s, VARs, integrators, and distributors).
• Proven ability to communicate and present effectively to executive‑level Federal customers, internal leadership, and cross‑functional stakeholders.
• Demonstrated success in building, scaling, and mentoring high‑performing Federal sales teams.
• Strong command of consultative selling methodologies and the ability to coach teams on identifying, qualifying, and closing complex enterprise deals.
• Expertise in pipeline management, forecasting, and territory planning at a national scale.
• Experience orchestrating resources across Sales Engineering, Channels, Marketing, and Federal Programs.
• Ability to operate with urgency, discipline, and precision in a high‑growth environment.
• Strong organizational, analytical, and time‑management skills.
• Familiarity with CRM systems and Federal opportunity management processes.
• Ability to work under pressure while maintaining professionalism and executive presence.

Responsibilities

• Own the Federal GTM strategy, including coverage models, revenue goals, and long‑term growth plans.
• Lead, mentor, and scale a team of Federal Sales Directors and Account Executives, ensuring consistent execution of Varonis sales methodologies.
• Drive predictable revenue performance through disciplined pipeline management, forecasting, and activity planning.
• Serve as executive sponsor for key Federal accounts, actively engaging in strategic opportunities and high‑impact customer conversations.
• Build and strengthen relationships with Federal agencies, integrators, channel partners, and strategic alliances.
• Conduct regular business reviews to assess performance, identify gaps, and implement corrective actions.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 501-1,000 employees