Vice President Sales, Public Sector

Accountabilities

• Define public sector sales strategy: Develop and execute a multi-year go-to-market strategy to accelerate revenue growth across U.S. federal, state, local, and education (SLED) markets, as well as Canadian government accounts.

• Drive revenue and performance: Establish clear targets and accountability for sales quotas, pipeline development, forecasting, and sustained business growth.

• Lead channel partnerships: Oversee the public sector channel organization and expand co-selling relationships with government aggregators, federal value-added resellers (VARs), and global systems integrators (GSIs).

• Shape product and engineering priorities: Partner with global Product and Engineering leaders to align public sector feature requirements, GovCloud roadmaps, and localized technical architectures with customer and market needs.

• Oversee government contracting strategies: Direct sales strategies involving major government contract vehicles, including GSA Multiple Award Schedule (MAS) and NASA-related vehicles, while aligning sales activities with applicable federal procurement and compliance requirements.

• Build and develop sales leadership: Recruit, coach, develop, and retain a high-performing organization of sales directors, field account executives, and channel managers across federal and SLED markets.

• Manage strategic government relationships: Serve as executive sponsor for complex government procurements, building trusted relationships with senior agency leaders, Senior Executive Service (SES) personnel, and procurement officers.

• Coordinate cross-functional execution: Collaborate with Engineering, Product, Services, Marketing, Information Security, and Compliance teams to establish priorities and execute an integrated public sector strategy.

• Align technology with regulatory needs: Ensure sales strategies reflect relevant government security authorization frameworks and procurement requirements, including FedRAMP and applicable impact-level requirements.

• Strengthen organizational performance: Foster a culture of accountability, collaboration, adaptability, and continuous improvement while responding effectively to evolving public sector priorities.

Requirements:

• Extensive sales leadership experience: At least 15 years of relevant experience in SaaS and/or cybersecurity sales, including senior-level leadership responsibilities.

• Educational background: A bachelor's degree in Business, Information Technology, or a related field, or equivalent qualifications.

• Large-scale revenue ownership: Demonstrated experience managing public sector sales teams with revenue targets exceeding $100 million and delivering double-digit annual growth.

• Public sector market expertise: Established relationships and networks across U.S. federal, SLED, and GSI leadership, with a strong understanding of government purchasing processes.

• Government contracting knowledge: Expert knowledge of Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), government contracting vehicles, and public sector procurement practices.

• Security and compliance expertise: Strong understanding of government security authorization frameworks, including FedRAMP, FedRAMP High, and StateRAMP, as well as relevant federal compliance requirements.

• Technical and commercial alignment: A proven ability to connect engineering roadmaps, professional services delivery, and complex regulatory requirements with customer needs and revenue growth.

• Executive relationship management: Experience engaging senior government stakeholders and guiding complex, high-value procurement processes.

• People leadership: Strong capabilities in recruiting, developing, motivating, and retaining senior sales professionals and channel teams.

• Cross-functional collaboration: Ability to influence stakeholders across multiple functions, align competing priorities, and build effective partnerships throughout an organization.

• Strategic adaptability: A growth-oriented mindset, sound judgment, and the ability to lead effectively in a dynamic and evolving market.

• Citizenship and security clearance: The original posting explicitly requires U.S. citizenship and an active Secret or Top Secret security clearance. Canadian candidates should confirm eligibility with the hiring team, as these requirements may affect eligibility for the position.

Benefits:

• Compensation: For U.S.-based candidates, the advertised on-target earnings (OTE), including base salary and commissions, range from US$398,600 to US$717,400 per year. Compensation for candidates outside the United States varies and is not specified for Canada.

• Potential equity compensation: The overall compensation package may include equity awards and an Employee Stock Purchase Plan (ESPP).

• Healthcare and well-being: Benefits include healthcare coverage and an Employee Assistance Program with a focus on mental and financial wellness, subject to eligibility requirements.

• Retirement savings: A 401(k) savings plan is listed; Canadian-specific retirement benefits are not detailed.

• Paid time off: Company holidays, paid vacation, and sick time, subject to applicable eligibility requirements.

• Family benefits: Family-friendly benefits, including parental leave.

• Flexible working arrangements: A global flexible-work program allows eligible employees to work from home, an office, or a combination of both within the country of employment, depending on the role and local arrangements.

• Personalized benefits: Benefit options are designed to accommodate different individual needs and budgets.

• Location and eligibility clarification: Although the position is advertised for the United States and Canada, the original posting specifically requires U.S. citizenship and a Secret or Top Secret clearance. Canadian applicants should verify whether they meet the position's citizenship, clearance, and location requirements before applying.