VP Sales – Federal / Government Technology
Location: DMV / Washington, DC Metro
Level:
Senior Director / VPEnvironment: High-growth Government IT & Cybersecurity VARThe Opportunity We’re partnering with a rapidly scaling government technology and cybersecurity VAR, to appoint a VP of Sales to lead and scale the company's sales organisation. They have built a strong position across the Federal market, combining cybersecurity, infrastructure, technology solutions and strategic advisory. The business generated $45M in its first year, with an ambition to build the VAR business to $100M by the end of 2028.This is a genuine build-and-scale opportunity. The successful candidate will inherit a strong foundation and have significant influence over the next phase of growth.
The Role:
As VP Sales, you will own the overall VAR sales organisation, working closely with the executive team and Field CTO to develop and execute the company's Federal GTM strategy. You'll be expected to be a player-coach, someone who can personally open doors and close strategic business while building the structure, people and processes required to scale the sales organisation.
Key Responsibilities:- Own and lead the overall VAR sales organisation and revenue strategy
- Build and execute the Federal sales strategy across Civilian, DoD and broader government markets
- Develop strategic relationships with customers, OEMs, VARs and technology partners
- Personally drive and close strategic opportunities
- Build, coach and develop a high-performing sales team
- Establish rigorous pipeline management, forecasting and sales processes
- Hire and develop additional civilian sales leadership and Account Executives
- Develop the company's Alliances & Channel strategy
- Work closely with the Field CTO and executive leadership on GTM strategy
- Identify new OEM and technology partnerships that can accelerate growth
- Expand existing customer relationships and identify opportunities to increase share of wallet
- Bring market intelligence and customer relationships into the organisation
Help shape the company's sales infrastructure as it scales toward $100M+What We're Looking ForWe're particularly interested in Senior Directors who are ready to step into a VP-level role, rather than an established VP looking for a CRO position.
The ideal candidate will be:
An experienced Federal sales leader with strong Civilian Federal relationships
A proven player-coach who can sell, lead and build
Experienced within a VAR, solution provider, OEM or cybersecurity environment
Comfortable operating in an entrepreneurial, high-growth business
Able to build relationships at senior government and commercial levels
Experienced working with OEMs, channel partners and Federal SIsStrong in strategic BD, capture and complex Federal sales
Experienced with formal sales methodologies such as Sandler or similar
Commercially minded, with a track record of building revenue and pipeline
Comfortable developing sales structure, forecasting and accountability
