Sales VP, Federal Virginia, US - Remote

Job Description:

Data Robot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI aRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on Data Robot 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. This leader will own strategy, execution, and talent development across the region, partnering closely with cross-functional teams to ensure customers realize meaningful value while meeting and exceeding annual bookings and pipeline targets.

The ideal candidate has deep experience selling complex technology solutions into Federal, Civilian, DoD (DoW), and/or Intelligence agencies, a strong understanding of the Federal procurement process, the Partner/Reseller Community, and a track record of leading teams to consistently outperform in highly regulated, competitive environments.

• Develop and execute the regional go-to-market strategy for Federal accounts, aligned with overall company objectives.
• Define territory coverage, segment focus (e.g., Civilian, DoW, IC), and account prioritization to maximize growth.
• Set annual and quarterly targets for bookings, pipeline, and key performance metrics; track performance and adjust plans as needed.

• 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.
• Recruit, onboard, and retain top Federal sales talent; build a culture of accountability, collaboration, and continuous improvement.
• Conduct regular 1:1s, pipeline reviews, deal strategy sessions, and performance check-ins.

• Maintain a deep understanding of Federal customers’ missions, priorities, procurement cycles, and acquisition vehicles (e.g., GSA, SEWP, IDIQs, GWACs, OTAs).
• Partner with Capture/Proposal teams, Federal Partners, and Contracts/Legal to navigate complex RFPs, RFIs, and compliance requirements.
• Build and maintain strong executive relationships within key agencies and departments to position the company as a trusted strategic partner.

• Partner with Marketing on Federal-specific campaigns, events, and thought leadership to drive awareness and demand.
• Collaborate with Sales Engineering, Professional Services, Customer Success, and Product to ensure value realization and customer satisfaction. Including product certifications.
• Provide structured feedback from the field to Product and Leadership to influence roadmap, pricing, and packaging for the Federal market.

• Maintain accurate, timely forecasting and CRM hygiene across the region.
• Ensure adherence to all compliance, security, and regulatory requirements relevant to Federal customers.
• Establish and track regional KPIs (win rates, cycle times, ASP, pipeline coverage, etc.) and use data to drive decisions and improvements.

• Marketing, Pre-Sales Solutions, Professional Services, Product, and Engineering.

• 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).
• Strong leadership, coaching, and talent development skills with…