VP, Sales - Federal

About the Position

The DataRobot Sales team has a powerful impact on the company’s bottom line - and not just on our own company. The Revenue team also impacts our clients who see extraordinary ROI from our products. Our people sell an industry-defining solution that has the power to change outcomes for organizations all over the globe. And they're backed by a passionate team of top engineering and support professionals who help close complex deals. We provide valuable insights to inform strategic decision-making and drive revenue growth.

We are seeking a VP, Sales - Federal to lead our sales team in the U.S. Federal Government, driving revenue growth and new logo acquisition.

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.

Requirements

• 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.

We Offer

• Competitive salary range between $350,000 and $470,000 USD/year.
• Comprehensive benefits package including Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP), and more!
• Opportunity to work with a passionate team of top engineering and support professionals.

About the Company

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.

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.

Apply now to join our team and drive revenue growth in the U.S. Federal Government.