Vice President, Federal Sales

Summary

Join Sonatype, a leader in software supply chain management, as the Vice President of Federal Sales. This critical leadership role demands driving Federal sales initiatives, developing winning strategies for this growing market, and building a high-performing team. The ideal candidate possesses extensive Federal sales expertise, a strong network within Federal agencies, and a proven track record of exceeding sales targets. You will be responsible for developing and executing a comprehensive Federal sales and marketing strategy, identifying new sales opportunities, and building key relationships with stakeholders. If you are a high-performing Federal sales leader passionate about building impactful teams and delivering exceptional results, this opportunity is for you.

Requirements

• Minimum of 10 years of experience in Federal software sales, with at least 4 years in a Federal sales leadership role
• Extensive and up-to-date contact list within the Federal agency community
• Deep understanding of Federal infrastructure, agencies, and procurement processes
• Proven track record of consistently meeting or exceeding established goals and objectives
• Strong ability to build and scale Federal sales operations with a results-oriented mindset
• Experience developing and executing multi-year growth strategies aligned with company objectives
• Exceptional ability to identify and develop new leads, leveraging strong prospecting and cold-calling skills
• Demonstrated success in building and maintaining relationships with Federal stakeholders, decision-makers, and partners
• Experience conducting product demos and effectively communicating technical solutions to Federal clients
• Excellent verbal and written communication, presentation, and interpersonal skills
• A highly motivated, results-driven leader with the grit, determination, and energy required to build an exceptional Federal sales business

Responsibilities

• Develop, evolve, and execute a comprehensive Federal sales and marketing strategy
• Demonstrate a thorough understanding of the Federal sales cycle, including navigating partner networks and procurement processes
• Identify, source, and cultivate new sales opportunities across Federal agencies
• Analyze market dynamics to maximize existing successes and identify new growth opportunities
• Build and nurture key relationships with stakeholders and decision-makers across the Federal sector
• Collaborate with strategic partners to develop competitive, winning offers
• Provide clear guidance to proposal teams by articulating key stakeholder expectations
• Recruit, manage, and develop a high-performing team of Federal sales representatives and solutions architects
• Establish operational command of the Sonatype Federal Business, including scaling pipelines and developing annual, quarterly, and monthly plans aligned with company objectives
• Serve as the "ambassador" of Sonatype's Public Sector business within the Federal community, influencing company objectives through innovation, partnerships, and incentive strategies

Benefits

• Parental leave
• Flexible working practices