VP of Sales, Federal - Americas
OPSWAT
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
Join OPSWAT, a global leader in critical infrastructure cybersecurity, trusted by over 1,700 organizations worldwide, including 98% of U.S. nuclear power facilities. With over 20 years of innovation, a decade of safeguarding the world's critical systems, and recent growth through strategic acquisitions, we are a late-stage, pre-IPO hyper-growth company poised to expand our impact in the U.S. Federal market. Our award-winning, innovative technology and consistent double-digit year-over-year growth give our dynamic sales team an unparalleled advantage. We need you—a strategic, results-driven leader—to drive this exhilarating journey and shape the future of Federal cybersecurity.
As Vice President, Federal Sales, you will lead our Federal sales strategy, reporting to Executive leadership. You will develop and execute a go-to-market strategy targeting the Department of Defense (DoD), Department of Homeland Security (DHS), Intelligence Community (IC), 4th Estate, and Federal Civilian Agencies, ensuring our solutions align with certifications like FIPS, RMF, FedRAMP, NIST 800-53, and DoDIN APL. Leveraging your deep relationships with Federal system integrators (SIs), value-added resellers (VARs), and procurement teams, you will leverage OPSWAT's presence on key contract vehicles (e.g., GSA, SEWP, CIO-SP3/4) to drive engagement with CIOs, CISOs, and agencies like DISA and CISA.
You will manage and expand a high-performance team of sales and sales engineering talent, overseeing the full sales cycle while setting strategies for sales engineering, channel sales, and Federal-specific marketing efforts. With a proven methodology for pipeline management, forecasting, and tracking via tools like Salesforce, Clari, and iSEEit, you will ensure accountability and maximize effectiveness. Most critically, you will balance investment and results, driving sustainable, profitable growth in this fast-paced, mission-driven environment.
What You Will Be Doing
- Develop and execute a Federal sales strategy to drive revenue growth across DoD, DHS, Intelligence, 4th Estate, and Federal Civilian Agencies.
- Own the full sales cycle—from prospecting to contract closure—ensuring high win rates for large-scale cybersecurity deployments.
- Develop and execute go-to-market and route-to-market plans.
- Conduct market analysis to ensure feature and roadmap alignment with FIPS, RMF, FedRAMP, NIAP, NIST 800-53, SCRM, TAA, DoDIN APL, and Zero Trust requirements.
- Manage and grow a team of full-cycle salespeople, sales engineers, and channel sales professionals to exceed growth targets.
- Build and expand relationships with Federal SIs, VARs, and procurement officers to secure contract wins.
- Expand OPSWAT’s presence on contract vehicles like GSA, SEWP, CIO-SP3/4, ITES3H, and CIO-CS.
- Implement sales reporting, forecasting, and pipeline management systems (e.g., Salesforce) for accountability and performance.
- Collaborate with marketing to tailor campaigns for Federal targets and work with internal and external teams to secure ATO and certifications.
- Balance investment and sales outcomes for efficient, profitable growth.
What We Need From You
- 10+ years of Federal sales leadership experience in cybersecurity, with a proven track record of generating substantial revenue.
- Deep understanding of sales and procurement cycles for DoD, DHS, Intelligence, 4th Estate, and Federal Civilian Agencies.
- Expertise in Federal certifications (ATO, FedRAMP, RMF, NIST 800-53, DoDIN APL, FIPS 140-2) and contract vehicles (GSA, SEWP, CIO-SP3/4, ITES3H, CIO-CS).
- Strong relationships with Federal SIs, VARs, and agencies like DISA, NSA, and CISA.
- Ability to engage C-level executives, Senior Executive Service members, Senior Military Officers, program managers, and procurement officials.
- Experience managing full-cycle sales teams and building high-performance organizations.
- Proficiency in Salesforce and formal sales processes.
- Motivational leader with strong communication skills and a thrive-in-the-fast-lane mindset.
- U.S. citizenship required; ability to obtain/maintain security clearance (e.g., Secret or Top Secret) required.
Be part of a mission-driven team defending against cyber threats and protecting the world's most critical systems. Apply now to lead our Federal future!
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.