ExtraHop is hiring a VP, Federal Sales to lead our growth in the US Federal Government market. You will define and execute a comprehensive sales strategy targeting civilian agencies, the Department of Defense, and the Intelligence Community.
What You'll Do
- Develop and implement a winning Federal sales strategy, identifying key agencies, system integrators, and partners for growth.
- Drive agreed-upon sales strategies and processes to meet and exceed sales goals, with a focus on Federal compliance and contracting cycles.
- Establish and manage the Federal sales plan, including target setting and allocating named accounts and territories across the Federal sector.
- Hire, train, motivate, and retain an effective Federal Sales force.
- Manage the Federal team’s pipeline, ensuring qualification, and accurately forecasting business on a weekly basis.
- Provide timely and accurate field feedback regarding Federal requirements, compliance needs, and competitive intelligence to other departments.
- Work proactively with Federal channel partners, system integrators, and contracting vehicles (e.g., GSA, IDIQs) to grow business.
- Direct the team to meet and exceed assigned sales targets by capturing new Federal accounts and expanding revenues in existing agency installations.
- Define the win-strategy for key high-value Federal opportunities and large-scale procurements.
- Ensure the team builds a qualified pipeline to cover four times the assigned target, with a strong focus on long-cycle Federal deals.
- Serve as the executive sponsor for key Federal customers and high-priority pursuits.
- Ensure strict adherence to Federal compliance, contracting regulations, and accurate Salesforce hygiene.
What We're Looking For
- A four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering).
- 10+ years of progressive sales experience in the US Federal Government sector.
- Minimum of 5 years managing remote Federal field sales teams at a Director/VP level.
- Track history of successfully selling technical solutions and complex enterprise security products to Federal agencies.
- Demonstrated technical acumen to articulate ExtraHop's value proposition in a differentiated and compelling manner within the Federal IT and security landscape.
- Strong communication, organizational, and interpersonal skills, with proven ability to interface with senior government executives.
- Proven history of sales success in security, network performance management, cloud security, or related IT infrastructure solutions within the Federal domain.
- Demonstrated ability to secure meetings and close deals with senior-level executives (e.g., CIOs, CISOs, Agency Directors).
- Solid and current understanding of enterprise security and compliance standards relevant to the US Federal Government (e.g., FedRAMP, CMMC).
- Acute commercial skills with an understanding of complex Federal contracting vehicles (GSA, SEWP, etc.), Capex, Opex, and finance requirements.
- Existing senior-level relationships at a wide range of enterprise Federal accounts (DoD, Civilian, Intel).
- Ability to travel, including frequent travel within the Washington D.C. area.
- Works cooperatively with others within the organization and other cross-functional stakeholders.
- Works well in fast-paced, high-stress environments.
Benefits & Compensation
- Salary range: $200,000 - $232,000 per year.
- Health, Dental, and Vision Benefits.
- Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time.
- Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan.
- FSA and Dependent Care Accounts + EAP, where applicable.
- Educational Reimbursement.
- 401k with Employer Match or Pension where applicable.
- Pet Insurance (US Only).
- Parental Leave (US Only).
Work Mode
This is a fully remote position.
ExtraHop is an equal opportunity employer.
