VP, Sales - Federal

Das ist der Job

Job Description: DataRobot delivers AI that maximizes impact and minimizes business risk.

Darum lohnt es sich

Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale.

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.

Team Leadership & Talent Development Lead, coach, and develop a team of Federal Account Executives (and potentially Inside Sales/SDRs) to high performance. Partner with Capture/Proposal teams, Federal Partners, and Contracts/Legal to navigate complex RFPs, RFIs, and compliance requirements.

Strong leadership, coaching, and talent development skills with demonstrated ability to build and scale teams. Federal agencies. 5+ years of experience leading and managing high-performing Federal sales teams.

Internal Requirements Key Competencies 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.

We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core.

Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

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.

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.

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). 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).

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

Compensation Statement The U.S. annual on-target earnings (OTE) range for this full-time position is between $331,500 and $588,000 USD/year. This range represents a combination of annual base pay and targeted commission.

Actual offers may be higher or lower than this range based on various factors, including (but not limited to) the candidate’s work location, job-related skills, experience, and education. The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company.

DataRobot Operating Principles Wow Our Customers Set High Standards Be Better Than Yesterday Be Rigorous Assume Positive Intent Have the Tough Conversations Be Better Together Debate, Decide, Commit Deliver Results Overcommunicate All DataRobot hires are required to complete a background check prior to starting employment, which includes identity verification, criminal history check, employment verification and education verification.

Additionally, all DataRobot employees must be available to attend in-person company trainings and meetings. Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%.

At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.

DataRobot is proud to be an Equal Employment Opportunity and Aff DataRobot is proud to be an Equal Employment Opportunity and Aff… (continued existing text continues) ... #J-18808-Ljbffr