Field Excellence Lead - Federal

LOCATION

This is a remote role with frequent in-office and on-site requirements
. Candidates must be based in the Greater Virginia, Washington, D.C., or Maryland (DMV) region and able to regularly work on-site at our Tysons Corner, VA office several days per week. Proximity to Tysons Corner is required. Relocation is not offered for this role.

As the Field Excellence Lead, Federal
, you will sit at the center of everything that makes sales teams successful: onboarding, deal reviews, MEDDICC coaching, opportunity strategy, district summits, continuous learning, and execution excellence. You will be the single point of Field Excellence support for the Federal sales organization
, partnering closely with sales leadership, district managers, and sellers to improve deal quality, execution rigor, and outcomes.

You’ll be in the field, in the room, on the call, and in some cases, in the deal. This role requires
field credibility, Federal business fluency, and the ability to influence experienced sales leaders
. If you love helping teams win the hardest deals, raising the bar on how sales operates, and being the person everyone calls when things matter,this role was built for you.

• Serve as the primary Field Excellence partner for the Federal sales organization.
• Lead and facilitate
  deal reviews, MEDDICC reviews, and opportunity coaching for complex and high-priority Federal opportunities.
• Partner closely with
  District Sales Managers and sales leadership to improve inspection, execution rigor, forecasting accuracy, and deal strategy.
• Design and deliver
  onboarding programs for new Federal sales hires, ensuring rapid ramp and strong field readiness.
• Plan and execute
  District Sales Manager Summits
  , leadership workshops, and ongoing enablement sessions aligned to Federal business needs.
• Drive
  continuous learning programs focused on sales methodology, value selling, deal management, and Federal-specific selling motions.
• Act as a trusted advisor to the field, providing
  real-time coaching on active deals
  , not just theoretical training.
• Collaborate with Sales, Rev Ops, and Enablement partners to align messaging, tools, and execution,while keeping the field experience front and center.
• Identify gaps in execution and proactively create programs, workshops, or coaching to address them.
• Maintain a strong on-site presence in
  Tysons Corner
  , building trust and visibility with the Federal sales team.

• 7+ years of recent or current experience supporting Federal sales teams
  , either:
  • In a direct sales role (AE, Sales Leader, Sales Manager),
    or
  • In a sales enablement, field excellence, or sales operations role with deep field exposure.
• Proven field credibility
  , ability to coach experienced Federal sellers and leaders with confidence and authority.
• Strong understanding of
  Federal sales motions, procurement cycles, and deal complexity
  .
• Hands-on experience with
  deal reviews, MEDDICC (or similar methodology), opportunity coaching, and forecasting discipline
  .
• Background in the
  technology sector (infrastructure, SaaS, cloud, or related technologies).
• Excellent facilitation, communication, and executive presence, comfortable leading sessions with senior sales leaders.
• Ability and willingness to be
  frequently on-site in Tysons Corner; must live in the DMV region.
• Experience supporting large, matrixed sales organizations.
• Experience designing and delivering onboarding or leadership development programs.
• Comfort operating independently as the
  sole Field Excellence lead for a segment.

Compensation
The base salary range for this position is $140, and will be determined by the candidate's location, qualifications, experience, and education. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off (PTO), various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies.

Benefits may vary by country and region, and further details will be provided as part of the recruitment process.

At Net App, we embrace a hybrid working environment designed to strengthen connection, collaboration, and culture for all employees. This means that most roles will have some level of in-office and/or in-person expectations, which will be shared during the recruitment process.

Equal Opportunity

Employer:

Net App is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination based on age, race, color, gender, sexual orientation, gender identity, national origin, religion, disability or genetic information, pregnancy, protected veteran status, and any other protected classification.

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