What are the responsibilities and job description for the VP of Federal position at Armada?
About the Company
Armada is an edge computing startup that provides computing infrastructure to remote areas where connectivity and cloud infrastructure is limited, as well as areas where data needs to be processed locally for real-time analytics and AI at the edge. We're looking to bring on the most brilliant minds to help further our mission of bridging the digital divide with advanced technology infrastructure that can be rapidly deployed anywhere.
Armada is on a mission to bridge the digital divide and transform U.S. and allied military capabilities with advanced technology. Recognized as one of the most innovative companies in defense tech today, Armada is enabling military operations with resilient communications and edge computing capabilities, even in the most disconnected and challenging environments, where the ability to get latency free data insights directly impacts mission outcomes.
This VP of Federal role is a high-impact, strategic role requiring a blend of Federal expertise, sales leadership, and hands-on execution. In this role you will lead the daily operations of our federal team, including setting strategy, securing anchor champions, recruiting, coaching, performance managing, and deal support. Reporting to our President of Worldwide Field Operations, you will work closely with our Executive Leadership, Customer Success, Product, Marketing, and Partner teams to ensure Armada continues delivering high mission impact to the U.S. government.
What You'll Do
- Drive Armada's Federal Go-to-Market (GTM) strategy across defense, intelligence, and federal civilian agencies.
- Lead and develop a high-caliber sales team, driving revenue growth and consistently exceeding targets.
- Establish and expand access to various contract vehicles, both direct and via partnerships, so enable federal opportunities.
- Build and maintain executive-level relationships with key decision-makers and procurement officials across agencies.
- Collaborate cross-functionally with Revenue Operations, Marketing, and Customer Success to refine sales strategy and optimize execution.
- Represent Armada at industry events, conferences, and briefings to drive brand awareness and market positioning including
- Manage and continually evolve our sales processes for scalability, efficiency, and accuracy across pipeline management, forecasting, and deal execution.
Who You Are
- 10 years of technology sales experience (Hardware and SaaS / Enterprise Software Sales) focused on federal agencies, with at least 5 years managing a Federal GTM team.
- Proven track record of building and leading winning teams, capable of closing large Federal contracts and building and maintaining adequate pipeline coverage.
- Deep knowledge of Federal procurement, budgeting cycles, and contract vehicles (GSA, SEWP, GWACs, BPAs, IDIQs, OTAs, etc.).
- Existing network of contacts across intelligence, defense, and federal civilian agencies and the ability to generate top of funnel opportunities for Account Executives within the team.
- Good understanding of FedRAMP, NIST, CMMC, ATO processes, and cybersecurity compliance frameworks and ability to obtain needed authorizations to achieve revenue objectives
- Extensive experience working with systems integrators, channel partners, and public sector resellers.
- Ability to evolve and execute a Federal GTM strategy, balancing long term, thoughtful decision making with rolling up your sleeves to support the team in driving pipeline and closing deals.
- Demonstrated success in an earlier stage, fast-growing SaaS startup environment is preferred.
- U.S. Citizenship required; ability to obtain or currently hold a security clearance is a plus.
- There is a strong preference for candidates located in the Washington, D.C. metro area, and the role will require travel to customer sites, Armada's offices, and industry events.
Citizenship Requirements
For select roles, due to the nature of our clientele and the technologies involved, there may be specific nationality or citizenship indicated in the required qualifications section. These roles may involve access to sensitive information that is subject to export control regulations or other legal restrictions. In such cases, employment offers will be contingent upon your ability to comply with these requirements.
Compensation & Benefits
To ensure fairness and transparency, the On-Target Earnings (OTE) range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications. In addition to the OTE, this role will also be offered equity and subsidized benefits (details available upon request).
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You're a Great Fit if You're
- A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge
- A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude
- Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company
- A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda
- Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you
Equal Opportunity Statement
At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time.
Salary : $400,000 - $600,000
