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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 operational rigor and maintain pipeline quality while fostering relationships within federal agencies.
Highest-signal resume keywords
10+ Years Enterprise SaaS Sales ExperienceFederal Government Sales LeadershipFedRAMP-Authorized SaaS SalesOperational Rigor in ForecastingExperience with Federal Procurement Processes
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 StrategyPipeline ManagementContract Vehicle StrategyRFP/RFQ NavigationSales Quota AttainmentMEDDPICC Qualification FrameworkDigital Employee Experience (DEX) SalesAPM SalesObservability SalesFederal Business Development
Soft Skills
Hands-On LeadershipCoaching and Skill-BuildingCustomer-Centric MindsetEntrepreneurial MindsetStrong Commercial Acumen
Industry Keywords
Federal AgenciesDoDIntelligence CommunityGSA ScheduleCybersecurityDigital TransformationFederal ResellersSystems IntegratorsContracting VehiclesSecurity Clearance Requirements
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Lead and grow an existing federal sales team of Enterprise Account Executives and Client Directors
- Hire additional team members as pipeline and territory expand
- Own federal pipeline quality, forecasting accuracy, new/incremental ACV, and renewals
- Design and establish Nexthink’s federal partner and contract-vehicle strategy
- Engage personally in strategic federal opportunities, agency relationships, deal strategy, executive briefings, and procurement navigation
- Navigate 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 federal compliance
- Serve as a hands-on field leader through customer meetings, on-site agency visits, executive briefings, and federal IT/cybersecurity events
- Recruit, interview, and hire federal sales talent
- Build onboarding and enablement for a new, developing team
- Guide career development of direct reports through coaching and skill-building
- Drive operational rigor through forecasting, pipeline inspection, and consistent qualification frameworks
- Inform 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
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, including 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
- Experience building a federal business from an early stage, establishing first agency logos, setting up contract-vehicle/partner relationships, and creating 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
- 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
Benefits
Comp & perks- 100% covered company health, dental, and vision benefits
- 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, vesting immediately
- Bonuses for referring successful hires after three months of continuous employment
- Base salary and may also include a commission or performance bonus plan