Vice President of Government & Public Sector Sales

Description

Develop and execute Strider’s government go-to-market strategy across federal, state, and local markets, including direct sales, strategic partnerships, government contract vehicles, and channel development.
Establish and lead the operating rhythm for the Government business, driving consistent execution through disciplined pipeline reviews, forecasting, inspection, account planning, and performance management.
Build, mentor, and scale a high-performing team of Government Account Executives and Capture Managers while fostering a culture of accountability, urgency, collaboration, and high-velocity execution.
Partner closely with Business Development Representatives (BDRs) and Marketing to develop and execute pipeline generation strategies, targeted campaigns, and account-based programs that expand market awareness and accelerate qualified pipeline growth.
Build trusted executive relationships with agency stakeholders, including procurement leaders, mission owners, CIO organizations, and intelligence community partners, serving as a strategic advisor throughout the acquisition lifecycle.
Lead complex government pursuits, including RFIs, RFPs, capture strategies, and contract vehicle opportunities, ensuring competitive positioning and compliance throughout the procurement process.
Partner with Forward Deployed Engineering, Solution Engineering, Customer Success, and post-sales teams to deliver measurable customer value, accelerate adoption, and identify opportunities to expand existing government relationships.
Serve as the voice of the government market by bringing customer insights, competitive intelligence, and go-to-market priorities into Product, Marketing, and executive planning to influence roadmap decisions and market strategy.
Collaborate with Legal, Security, and Compliance teams to navigate procurement requirements, security reviews, FedRAMP initiatives, and authorization processes.
Partner with Marketing and Solution Engineering to develop compelling executive briefings, demonstrations, proposals, and messaging tailored to government mission needs.

Key Qualifications

• 15+ years of enterprise sales leadership experience with a proven track record selling technology solutions to federal, state, and/or local government agencies.
• Demonstrated success building and scaling government technology businesses from approximately $10M–$50M in annual revenue to $100M+ through a combination of direct sales, channel partnerships, and capture excellence.
• Deep expertise navigating the government acquisition lifecycle, including GSA Schedules, IDIQs, GWACs, BPAs, OASIS, and other federal contract vehicles.
• Established executive relationships with senior government stakeholders, including procurement officials, mission owners, CIO organizations, defense agencies, and the Intelligence Community.
• Proven ability to recruit, develop, and lead high-performing government sales organizations with disciplined pipeline management, forecasting, and operational execution.
• Strong understanding of national security, economic security, and intelligence-related mission areas.
• Experience partnering cross-functionally with Product, Marketing, Engineering, Customer Success, and Legal to drive customer outcomes and influence business strategy.

Preferred Qualifications

• MBA, MPA, or other relevant advanced degree.
• Military service or experience supporting national security organizations.
• Experience selling AI, data, cybersecurity, intelligence, or enterprise SaaS solutions into government agencies.