VP of Federal Sales

Our Vice President, Federal Sales will focus on:
Revenue Strategy and Planning:
● Develop and execute comprehensive revenue generation strategies in alignment with the company's vision, values, and goals to encompass all customer-facing functions
● Responsible for aligning and optimizing revenue-related activities across different departments, including sales, marketing, and customer success while ensuring seamless coordination with other key divisions such as business development, operations, people operations, and finance
● Identify new market opportunities and evaluate existing potential revenue streams to diversify and expand our customer base
● Conduct market research and competitive analysis to inform pricing strategies, product positioning, and go-to-market plans.
New & Growth Business Leadership:
● Lead and inspire the sales teams, setting clear revenue targets and driving performance to exceed goals
● Implement effective sales methodologies, enablement programs, processes, and performance metrics to optimize the sales pipeline and ensure goals are reached
● Foster a culture of collaboration, continuous learning, and accountability within the sales organization.
● Build, coach and manage a high performing team of client sales hunters by recruiting top talent and delivering effective training and coaching
● Ensure that all revenue-related activities align with company policies, legal stipulations, and industry best practices.
Go-to-Market Strategy:
● Collaborate with the marketing team to develop and execute demand-generation strategies that drive lead generation and brand awareness
● Align marketing efforts with sales objectives to ensure efficient lead qualification and conversion
● Leverage data-driven insights and analytics to measure marketing performance and optimize marketing campaigns.
Revenue Forecasting and Reporting:
● Develop and manage accurate revenue forecasting models, providing regular reports and analysis to the executive team and board of directors
● Monitor and evaluate key performance indicators (KPIs) to assess revenue growth, sales effectiveness, and market penetration
● Identify areas of improvement and implement corrective measures to achieve revenue targets.
Customer Journey & Success:
● Work closely with the customer success team to understand customer needs, identify upsell and cross-sell opportunities, and drive expansion revenue
● Monitor customer feedback and market trends to inform product enhancements and improvements.
Attributes and qualifications that lead to success in the role:
● Bachelor's degree in business administration, marketing, or a related field. MBA preferred.
● 10+ of progressive experience in revenue-focused roles, including sales and business development, preferably in the cybersecurity industry
● Deep understanding of sales processes, methodologies, and pipeline management
● Experience working in a high-growth startup environment is highly desirable
● Unquestionable integrity, credibility, and character, who has demonstrated high moral and ethical behavior
● Adeptness at forging and nurturing relationships with a multifaceted leadership team and a broader set of stakeholders
● An innate ability to channel different points of view; able to establish and maintain excellent relationships and credibility quickly; create a team atmosphere with internal team members while achieving key objectives
● Demonstrated experience in building and leading high-performing sales, business development & customer success teams. You can provide ongoing formal and informal training to drive the career development of direct reports.
● Strong strategic thinking and leadership abilities, with the ability to align business objectives with revenue generation initiatives
● Exceptional communication, negotiation, and presentation skills, with the ability to influence stakeholders at all levels
● Strong analytical and data-driven mindset, with the ability to leverage metrics and insights to inform revenue strategies and decision-making