VP, Sales - Federal (Virginia)

Job Description:

DataRobot 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 at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. 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. 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.

Key Responsibilities:

Regional Strategy & Ownership

• 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.

Revenue Growth & Pipeline Generation

• 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.

Team Leadership & Talent Development

• 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.

Federal Customer & Market Expertise

• 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.

Cross-Functional Collaboration

• 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.

Operational Excellence & Governance

• 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.

Key Relationships:

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

Knowledge, Skills and Abilities

• 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 demonstrated ability to build and scale teams.
• Excellent communication, executive presence, and relationship-building skills with senior government stakeholders.
• 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.).
• Experience working with Federal Systems Integrators, OEMs, and channel partners.
• 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.

Requisite Education and Experience / Minimum Qualifications:

• 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.

Travel

• Willingness to travel 25-50% to customer sites, Federal events, and internal meetings as required.

Internal Requirements

• Strategic Thinker/AI first: Able to build and execute multi-year regional growth plans and use AI tactics and agents to streamline efficiency.
• People Leadership: Inspires, develops, and holds teams accountable to high standards.
• Customer Focus: Deeply aligned to customer mission and long-term value.
• Deal Excellence: Strong command of complex deal strategy, negotiation, and competitive positioning.
• Operational Rigor: Disciplined in forecasting, pipeline management, and process.
• Collaboration: Works cross-functionally and with partners to deliver outcomes.
• Adaptability: Thrives in a high-growth, evolving environment.

Benefits

• Medical, Dental & Vision Insurance
• Flexible Time Off Program
• Paid Holidays
• Paid Parental Leave
• Global Employee Assistance Program (EAP)
• Additional benefits as per location and local legal requirements

DataRobot is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.