Vice President of Sales – Federal (Civilian

C3 AI (NYSE: AI), is the Enterprise AI application software company. C3 AI delivers a family of fully integrated products including the C3 Agentic AI Platform, an end-to-end platform for developing, deploying, and operating enterprise AI applications, C3 AI applications, a portfolio of industry-specific SaaS enterprise AI applications that enable the digital transformation of organizations globally, and C3 Generative AI, a suite of domain-specific generative AI offerings for the enterprise.

Learn more at: C3 AI

C3 AI is hiring a Vice President of Sales, Federal – Civilian to lead and execute the company’s growth strategy across U.S. Federal Civilian agencies. This direct quota-carrying role will focus on capturing new mission-critical accounts and expanding C3 AI’s footprint across departments such as HHS, VA, DHS, Treasury/IRS, USDA, DOE, GSA, and SSA. The VP will own the full civilian sales process — from capture strategy and teaming to execution and delivery — driving revenue growth and mission impact in support of citizen services, program integrity, and agency modernization.

This is a senior, direct quota-carrying, individual-contributor opportunity with no direct reports and a large individual quota. As a strategic deal maker, the Vice President will personally originate, pursue, and close the most significant, high-value opportunities across Federal Civilian agencies, and will collaborate closely with the broader federal sales organization, partners, and delivery teams to win and grow flagship accounts.

• Originate, pursue, and personally close large, complex, multi-year transactions and programs of record at scale across Federal Civilian departments and agencies, carrying a significant individual quota.
• Personally engage senior government leaders — SES, agency CIOs/CDOs, and program mission owners — to secure and grow strategic accounts.
• Develop and execute account and capture strategies aligned to agency modernization initiatives and Administration priorities, including fraud/waste/abuse detection, health and benefits delivery, financial management, supply chain, and citizen services.
• Build and manage a qualified pipeline, navigating federal acquisition cycles, budget timelines, and civilian contract vehicles (e.g., GSA Schedules, GWACs such as Alliant 2 and OASIS+, agency BPAs, sole-source and full-and-open procurements).
• Establish and grow relationships with systems integrators, prime contractors, and channel partners to expand reach and win teaming opportunities.
• Collaborate with executive leadership, public-sector marketing, and delivery teams to align go-to-market goals with company objectives.
• Maintain accurate forecasting and pipeline reporting against federal fiscal-year and program milestones.
• Represent C3 AI at key government engagements, industry days, and civilian agency events.
• Ensure all activities comply with federal procurement regulations (FAR) and applicable security and data-handling requirements (e.g., FedRAMP, FISMA).

Candidates must be authorized to work in the United States without the need for current or future company sponsorship.

• Bachelor’s degree required; advanced degree preferred.
• 15+ years in enterprise software or technology sales, including 10+ years selling into U.S. Federal Civilian agencies and 10+ years in a senior, quota-carrying individual-contributor capacity.
• Demonstrated success selling to Federal Civilian agencies (e.g., HHS, VA, DHS, Treasury/IRS, USDA, DOE, GSA, SSA), with a proven track record of exceeding aggressive targets.
• Deep understanding of federal acquisition processes, civilian contract vehicles (GSA Schedules, GWACs, BPAs), budget cycles, and the partner and systems-integrator ecosystem.
• Experience engaging government C-suite, SES, and senior agency stakeholders such as CIOs and CDOs.
• Expertise in AI, Machine Learning, or enterprise data platforms strongly preferred; familiarity with civilian mission use cases (fraud detection, health, benefits, financial management, citizen services) a plus.
• Familiarity with federal cloud and security frameworks (FedRAMP, FISMA) a plus.
• Demonstrated track record of personally closing large, complex, multi-year federal transactions and expanding flagship accounts into major programs of record.
• Strong skills in capture strategy, pipeline management, and forecasting.
• Excellent interpersonal, organizational, and communication abilities.

C3 AI provides excellent benefits, a competitive compensation package and generous equity plan.

Virginia Base Pay Range

$185,000 — $215,000 USD

C3 AI is proud to be an Equal Opportunity and Aff…?