Position Summary

As the Vice President of Federal Sales, you will be responsible for defining and executing ExtraHop’s comprehensive sales strategy for the US Federal Government market, including civilian agencies, Department of Defense (DoD), and the Intelligence Community. You will learn and maintain in-depth knowledge of ExtraHop’s products and technologies, competitive products, and the specific procurement, compliance, and security requirements of the Federal sector. Your primary responsibility is building, managing, and leading a high-performing Federal Sales organization to achieve and exceed all revenue targets and strategic objectives.

Key Responsibilities

• 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.
• Lead with great teamwork ethics, fostering a collaborative, compliant, and results-oriented Federal Sales team.
• Hire, train, motivate, and retain an effective Federal Sales force
• Role model executive leadership and management qualities within the Federal market.
• Management of 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 within ExtraHop.
• Work proactively with Federal channel partners, system integrators, and contracting vehicles (e.g., GSA, IDIQs) to grow business.
• Meet/Exceed the Federal Sales team pipeline and booking targets

Strategic Leadership and Organizational Goals:

• 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.

Required Qualifications

• 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, with a 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.
• Strong independent work ethic and experience working in a dynamic culture.
• Existing senior-level relationships at a wide range of enterprise Federal accounts (DoD, Civilian, Intel. FSI’s).
• 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.
• Has predictable, reliable attendance.

The salary for this role is between $200,000 - $232,000 per year. Commission is 50% of On-Target-Earnings