What are the responsibilities and job description for the VP, Federal Sales position at Absolute Software?
Description
Location: Washington, DC (or surrounding area)
About Absolute Security
Absolute Security is a leader in cybersecurity, helping organizations achieve resilience by ensuring endpoint visibility, control, and compliance. We empower federal agencies to improve efficiencies and maintain security and compliance in the face of evolving threats, ensuring mission-critical operations remain uninterrupted.
Position Overview
We are seeking a results-driven, high-impact Vice President of Federal Sales to lead and scale our Federal business. Reporting directly to the Chief Commercial Officer, this role is responsible for driving new Annual Recurring Revenue (ARR) within Federal Agencies, Federal Systems Integrators, and expanding Absolute's presence across the U.S. Federal Government.
The ideal candidate is an experienced Federal sales leader with a proven track record of growing Federal businesses - particularly in a startup or emerging Federal practice. This role requires deep expertise in Federal procurement, sales strategy, and team leadership, along with a strong network within Federal Systems Integrators, DoD, Civilian, and Intelligence Community agencies.
Key Responsibilities:
Federal Sales Leadership & Revenue Growth
- Develop and execute Federal go-to-market (GTM) strategies to drive new ARR growth within targeted Federal agencies.
- Oversee and expand a team of Federal Account Executives, providing strategic direction, coaching, and mentorship.
- Own and execute the Federal sales plan, ensuring alignment with corporate objectives and revenue targets.
- Engage with C-level executives (CISO, CIO, CTO), procurement officers, and security leaders to position Absolute Security as a mission-critical solution.
- Navigate complex, multi-year Federal sales cycles, leveraging a deep understanding of Federal contract vehicles.
- Drive strategic partnerships with key client PC OEMs, systems integrators (SIs), resellers, and Federal channel partners to expand Absolute's footprint.
Team Management & Performance Optimization
- Recruit, develop, and lead a high-performing Federal sales team, instilling a culture of accountability, collaboration, and execution.
- Implement and enforce modern sales methodologies (e.g., MEDDPICC, Force Management) to drive predictable revenue growth.
- Conduct quarterly business reviews (QBRs) to assess sales performance, pipeline health, and strategic adjustments.
- Establish KPIs and performance metrics, ensuring the team meets and exceeds targets.
Cross-Functional Leadership & Strategic Execution
- Act as a key liaison between Federal Sales and internal teams (Marketing, Product, Legal, Finance, and Customer Success) to align on go-to-market strategies, pricing, and deal execution.
- Provide thought leadership and insights into Federal cybersecurity trends, compliance mandates, and emerging threats to guide product development and sales messaging.
- Lead quarterly business reviews with executive leadership, presenting sales forecasts, market insights, and pipeline trends to shape Federal strategy.
Customer Engagement & Advocacy
- Build and nurture strong relationships with key Federal customers, ensuring a high level of customer satisfaction, trust, and long-term partnerships.
- Ensure alignment between Absolute's cybersecurity solutions and Federal mission priorities, helping agencies achieve Zero Trust, endpoint resilience, efficiencies, and compliance mandates.
- Act as an executive sponsor for key Federal accounts, advocating for their needs and ensuring high-quality service delivery.
Qualifications & Experience
Required
- 10 years of Federal sales experience, with a strong track record in enterprise cybersecurity, SaaS, or security software sales.
- 5 years of leadership experience, managing and scaling Federal sales teams.
- Deep knowledge of Federal sales processes, procurement cycles, and compliance frameworks.
- Strong relationships within DoD, Civilian, and Intelligence agencies, as well as with Federal systems integrators and resellers.
- Experience negotiating large, multi-year license agreements with Federal agencies.
- Proficiency with CRM tools (Salesforce), Microsoft Office, and Federal contract tracking systems.
- Located in Washington, DC Metro or Mid-Atlantic Region.
Preferred
- Experience scaling a Federal sales practice in a startup or new sales segment within a high-growth cybersecurity company.
- Formal training in modern sales methodologies (e.g., Force Management, Challenger, Sandler).
- Strong background in executive engagement, sales forecasting, and strategic business planning.
- Competitive background in athletics, military service, or other high-performance environments.
Why Join Absolute Security?
- High-growth opportunity - Lead and expand Absolute's Federal business.
- Cutting-edge cybersecurity solutions - Help Federal agencies achieve Zero Trust, endpoint resilience, and compliance.
- Strong leadership support - Work closely with executive leadership to shape Federal GTM strategy.
- Impactful mission - Play a key role in securing critical government assets and national security interests.
If you are a Federal sales leader with the vision, expertise, and drive to scale Absolute Security's Federal business, we'd love to hear from you!
Absolute Security Inc. 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. If you need assistance or an accommodation due to a disability, you may contact us at [emailprotected]
Absolute is an equal opportunity employer.
Absolute Software Inc. 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. If you need assistance or an accommodation due to a disability, you may contact us at dl-hr@absolute.com
