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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in federal sales leadership, including building and managing high-performing teams, navigating federal procurement processes, and executing go-to-market strategies. Proven ability to drive pipeline quality, forecasting accuracy, and achieve quota attainment in enterprise SaaS sales within the federal sector.
Highest-signal resume keywords
Federal Sales LeadershipEnterprise SaaS Sales ExperienceFedRAMP Authorization ProcessFederal Procurement KnowledgePipeline Management
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Federal Sales StrategyQuota AttainmentRFP/RFQ Response ManagementContract Vehicle EstablishmentForecasting AccuracyOpportunity ExecutionSales Team DevelopmentCustomer EngagementDigital Employee Experience SalesAPM Sales
Soft Skills
CoachingLeadershipCustomer-Centric MindsetEntrepreneurial MindsetIntegrity
Industry Keywords
Federal Government SalesDoDIntelligence CommunityGSA ScheduleCybersecurityDigital TransformationAgency RelationshipsSales EnablementFederal ComplianceSystems Integrators
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Lead, coach, and grow the existing federal sales team of 3–4 Enterprise Account Executives and Client Directors
- Hire additional federal sales talent as pipeline and territory expand
- Own federal pipeline quality, forecasting accuracy, new/incremental ACV attainment, and renewals
- Design and establish Nexthink’s federal partner and contract-vehicle strategy
- Personally engage in strategic federal opportunities, agency relationships, deal strategy, executive briefings, and procurement navigation
- Handle RFP/RFQ responses, agency budget cycles, and contracting vehicles
- Partner with Marketing, Solution Consulting, Product, Legal/Compliance, Customer Success, and Professional Services on go-to-market execution and the federal compliance path
- Conduct customer meetings, on-site agency visits, executive briefings, and relevant federal IT/cybersecurity industry events
- Recruit, interview, and hire federal sales talent
- Build onboarding and enablement for a new, developing team
- Guide career development, coaching, skill-building, and retention for direct reports
- Drive disciplined forecasting, pipeline inspection, and consistent qualification-framework adherence
- 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
- Scale Nexthink’s federal go-to-market strategy, team, partner/channel model, and pipeline operating rhythm
- Report to the SVP, Sales – Americas
Requirements
What you’ll need- 10+ years of enterprise SaaS sales experience
- Meaningful, verifiable track record building and/or leading U.S. federal government sales across civilian agencies, DoD, and/or 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, establish first agency logos, set up contract-vehicle/partner relationships, and create a repeatable federal sales motion
- Working knowledge of federal procurement budget cycles, contracting vehicles such as GSA Schedule, and RFP/RFQ processes
- 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, comfortable operating as both player and coach
- Entrepreneurial mindset and ability to navigate ambiguity and shape broader federal go-to-market strategy
- High integrity, strong commercial acumen, and customer-centric mindset
- Existing relationships with IT, cybersecurity, or digital transformation leadership within DoD, Intelligence Community, or major civilian agencies preferred
- Direct experience supporting a vendor’s FedRAMP authorization process from a go-to-market or customer-facing perspective preferred
- Familiarity with security clearance and personnel requirements for federal engagements preferred
- Experience selling Digital Employee Experience, APM, observability, or related technical SaaS categories into government accounts preferred
Benefits
Comp & perks- 100% covered company health, dental, and vision benefits for US employees
- Access to life insurance, long-term disability, and accidental death/personal loss coverage
- Flexible hours
- Unlimited paid time off
- 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/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 referring successful hires after three months of continuous employment
- May include a commission or performance bonus plan