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.

Requirements

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.

Benefits

Health, Dental, and Vision Benefits
Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
FSA and Dependent Care Accounts + EAP, where applicable
Educational Reimbursement
401k with Employer Match or Pension where applicable
Pet Insurance (US Only)
Parental Leave (US Only)
Hybrid and Remote Work Model

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales strategy developmentpipeline managementforecastingtechnical solutions salesenterprise security productsnetwork performance managementcloud securityFederal contracting vehiclesCapexOpex

Soft Skills

teamworkleadershipcommunicationorganizational skillsinterpersonal skillsmotivationcollaborationindependent work ethicability to interface with executivesadaptability in high-stress environments