VP Federal Sales

Company Description

Hi, we’re Nexthink. We’re not just the leader in the digital employee experience category, we invented the category. Our solutions combine real-time analytics, automation and employee feedback across all endpoints to help IT teams delight people at work. Our cloud-native platform pinpoints issues and solutions, automates response, and helps companies continuously improve their employees’ experience, making them more productive, efficient, and happy at work. We have millions of endpoints deployed, we’ve surpassed $190M in ARR, and we’ve recently secured $180M in Series D financing for a company valuation of $1.1B, but we’re just getting started.

Job Description

Nexthink is scaling its Digital Employee Experience (DEX) platform in the U.S. Federal / Public Sector market. The VP, Federal Sales will lead and grow an existing federal team into a larger, disciplined federal sales organization as pipeline and market opportunity expand, reporting to the SVP, Sales Americas.

Why This Role Matters

Federal / public sector represents a growth vertical for Nexthink, aligned to the company’s progress toward FedRAMP authorization. This leader will shape federal commercial strategy, grow the team, and strengthen the operating rhythm (forecasting, pipeline discipline, partner motion) as the business scales.

What You’ll Do

• Lead, coach, and grow an existing federal sales team, Enterprise Account Executives and Client Directors, hiring further as pipeline and territory expand.
• Own end-to-end responsibility for federal pipeline quality, forecasting accuracy, and attainment of new/incremental ACV and renewals.
• Design and stand up Nexthink’s federal partner and contract-vehicle strategy appropriate to how the business intends to transact with agencies.
• Personally engage on strategic federal opportunities, agency relationships, deal strategy, executive briefings, and procurement navigation (RFP/RFQ response, agency budget cycles, contracting vehicles).
• Partner closely with Marketing, Solution Consulting, Product, Legal/Compliance, Customer Success, and Professional Services to align go-to-market execution with Nexthink’s federal compliance path.
• Serve as a hands-on field leader — customer meetings, on-site agency visits, executive briefings, and relevant federal IT/cybersecurity industry events.
• Recruit, interview, and hire federal sales talent; build onboarding and enablement suited to a new, still-forming team.
• Guide career development for direct reports, with a focus on coaching, skill-building, and long-term retention as the team scales.
• Drive operational rigor through disciplined forecasting, pipeline inspection, and adherence to a consistent qualification framework.
• Act as the voice of the federal market internally — informing product, marketing, and executive leadership on agency buyer requirements, compliance needs, and competitive dynamics.
• Represent Nexthink with executive presence in agency, partner, and channel engagements.

What You’ll Get to Build

This role owns scaling Nexthink’s federal GTM, growing the team, the partner/channel model, and the pipeline operating rhythm. Working closely with the SVP, Sales for Americas and executive leadership to shape federal strategy as it scales.

Qualifications

What We’re Looking For (Must-Haves)

• 10+ years of enterprise SaaS sales experience, including a meaningful, verifiable track record building and/or leading U.S. federal government sales (civilian agencies, DoD, and/or Intelligence Community).
• 5+ years leading a high-performing federal or public-sector sales team, with direct accountability for quota attainment.
• Direct experience selling a FedRAMP-authorized (or actively FedRAMP-in-process) SaaS platform into federal agencies. Nice to have within ITSM, End-User Computing/VDI, endpoint/cybersecurity, observability, or adjacent IT operations categories.
• Demonstrated ability to build a federal business from an early stage: establishing first agency logos, setting up contract-vehicle/partner relationships, and creating a repeatable federal sales motion.
• Working knowledge of federal procurement budget cycles, contracting vehicles (e.g., GSA Schedule), and RFP/RFQ processes and how they shape sales cycle and deal strategy.
• Experience partnering with federal resellers, systems integrators, or aggregators to route opportunities through appropriate contract vehicles.
• Demonstrated operational rigor: forecasting accuracy, pipeline discipline, and opportunity execution using a structured qualification framework (e.g., MEDDPICC).
• Hands-on leadership style, comfortable operating as both player and coach while the team and motion are still being established.
• Entrepreneurial mindset with the ability to navigate ambiguity and shape broader federal go-to-market strategy.
• High integrity, strong commercial acumen, and a customer-centric mindset.

Nice-to-Have Qualifications

• Existing relationships with IT, cybersecurity, or digital transformation leadership within DoD, Intelligence Community, or major civilian agencies.
• Direct experience supporting a vendor’s FedRAMP authorization process from a go-to-market or customer-facing perspective.
• Familiarity with security clearance and personnel requirements for federal engagements, even if not personally cleared.
• Experience selling Digital Employee Experience (DEX), APM, observability, or related technical SaaS categories into government accounts.

Additional Information

The base salary for this role is $200,000 - $250,000 gross per year, with a total on-target earnings (OTE) range of $400,000 - $500,000 with additional opportunity to earn commissions above this range.
We are 1100+ employees strong in 21 countries across 8 different time zones speaking 60+ languages. We are positive, we get things done, we keep growing, and we are one team, we are Nexthink. We believe actions are stronger than words when it comes to diversity, inclusion, and equity in the workplace. Nexthinkers are multinational and multilingual, and come from all walks of life. We are committed to hiring a genuinely representative workforce that can create solutions and foster innovation for the modern digital employee experience.

Total Rewards @ Nexthink
At Nexthink, we offer one of the most comprehensive and generous benefits plans. Your total rewards compensation package includes base salary and may also include a commission or performance bonus plan. We provide our US employees with 100% covered company benefits that consist of health, dental, vision as well as access to life insurance, long-term disability, and accidental death/personal loss coverage.

In addition, we offer:

• 🏖️ Flexible Hours and unlimited vacation (employees have unlimited paid time off on top of the 15 days of holidays we offer), 11 company-paid holidays, and 3 extra days for volunteering.
• 🏡 Hybrid work model that balances office and remote work, with structured onboarding to foster connections and team integration.
• 📚 Free access to professional training platforms to explore your interests and enhance your skills.
• 🍼 Up to 16 weeks of paid leave for birthing parents/primary caregivers, 6 weeks for secondary caregivers.
• 💰 Plan for the future with a 401(k) plan featuring up to 4% company matching contributions, vesting immediately, to grow your retirement savings.
• 📣 Bonuses for referring successful hires after three months of continuous employment.

Base salary ranges are determined by country, role, level, experience, and skills. The range displayed on each job posting reflects Nexthink’s good faith determination of the minimum and maximum targets for new hire salaries across all US locations. Individual pay is determined by related factors, including job skills, experience, and relevant education or training, which may impact a final offer. Your Talent Acquisition Partner can share more about the specific salary range during the hiring process.