DataRobot
VP, Sales - Federal
Virginia, US - Remote · Vp · Full-time
Sponsorship not specified$25k-$50kDetected 34 days ago
LLMsSalesforceCRMSalesPipeline ManagementNegotiationForecastingProcurementCustomer SuccessResearchLeadershipCommunicationCollaborationMentoringAdaptability
About the role
- Organizations worldwide rely on DataRobot for AI that makes sense for their business - today and in the future.
- The Vice President, Sales - Federal is responsible for leading a high-performing sales organization focused on driving revenue growth, new logo acquisition, and expansion within the U.S. Federal Government.
- Including product certifications. - Provide structured feedback from the field to Product and Leadership to influence roadmap, pricing, and packaging for the Federal market.
Responsibilities
- Develop and execute the regional go-to-market strategy for Federal accounts, aligned with overall company objectives.
- Own the regional sales number, ensuring consistent attainment of new, expansion, and renewal targets.
- Drive disciplined pipeline creation, qualification, and progression through effective forecasting, deal inspection, and coaching.
- Support strategic deals end-to-end, including account strategy, executive alignment, negotiation, and closing.
- Lead, coach, and develop a team of Federal Account Executives (and potentially Inside Sales/SDRs) to high performance.
- build a culture of accountability, collaboration, and continuous improvement.
Requirements
- 10+ years of B2B enterprise sales experience, with at least 5+ years focused on selling into U.S. Federal agencies.
- 5+ years of experience leading and managing high-performing Federal sales teams.
- Willingness to travel 25-50% to customer sites, Federal events, and internal meetings as required.
Skills
- Proven track record of consistently meeting or exceeding multi-million-dollar annual quotas.
- Deep understanding of Federal procurement processes, contracts, and compliance requirements.
- Experience selling complex, technical solutions (e.g., SaaS, cloud, cybersecurity, data/AI, or enterprise software).
- Proficiency with CRM systems (e.g., Salesforce/Clari) and data-driven sales management.
- Existing relationships and network within targeted Federal agencies (e.g., DoD, DHS, VA, HHS, Treasury, etc.).
- Knowledge of security and compliance frameworks relevant to Federal (e.g., FedRAMP, FISMA, ITAR, CMMC).
- Bachelor's degree in Business, Management, or a related field; MBA or advanced degree a plus.
Compensation
- The U.S. annual on-target earnings (OTE) range for this full-time position is between $350,000 and $470,000 USD/year.
- This range represents a combination of annual base pay and targeted commission.
- We strive to attract and retain the best talent by providing competitive pay and benefits with our employees' well-being at the core.
- Set annual and quarterly targets for bookings, pipeline, and key performance metrics
Benefits
- We strive to attract and retain the best talent by providing competitive pay and benefits with our employees' well-being at the core.
- Define territory coverage, segment focus (e.g., Civilian, DoW, IC), and account prioritization to maximize growth.
- Actual offers may be higher or lower than this range based on various factors, including (but not limited to) the candidate's work location, job-related skills, experience, and education.
Company info
- The talent and dedication of our employees are at the core of DataRobot's journey to be an iconic company.
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This listing is sourced directly from DataRobot's careers page and normalized into a canonical job model.