Vice President of Federal Sales

United StatesRemoteexecutive

OtherSales AssociateFederal Sales

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Quick Summary

Overview

What we do: Halcyon is the industry’s first dedicated,

Technical Tools

OtherSales AssociateFederal Sales

Responsibilities

~1 min read

→Own and exceed federal sales revenue targets, driving new logo acquisition and expansion across civilian agencies, the Department of Defense (DoD), and the Intelligence Community (IC).
→Develop and execute a comprehensive federal go-to-market strategy, including account planning, territory design, and pipeline development.
→Build, lead, and mentor a team of federal sales professionals, including Account Executives, Sales Engineers, and channel-facing roles.
→Cultivate and manage strategic relationships with key government stakeholders, contracting officers, program managers, and C-level agency executives.
→Identify, structure, and close complex deals through federal procurement vehicles, including BPAs, IDIQs, ESAs, GWACs, and other contract mechanisms.
→Partner with channel and alliance teams to leverage relationships with federal systems integrators (FSIs), VARs, and strategic technology partners such as Microsoft and Dell.
→Collaborate cross-functionally with Marketing, Product, and Engineering to align federal-specific messaging, compliance positioning, and product roadmap priorities.
→Provide accurate and timely sales forecasting, pipeline reporting, and executive-level visibility into federal business performance.
→Stay current on federal procurement trends, policy developments (e.g., CMMC, FedRAMP, DISA STIGs), and the evolving threat landscape to inform strategic positioning.
→Represent Halcyon at federal industry events, conferences, and government forums to build brand awareness and generate pipeline.

Requirements

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10+ years of enterprise technology sales experience, with at least 5 years focused on federal government accounts.
Demonstrated track record of building and scaling federal sales teams and consistently achieving or exceeding revenue targets.
Deep familiarity with federal procurement processes, contract vehicles, and the federal acquisition lifecycle.
Established relationships across key federal buying entities, including DoD components, civilian agencies, and/or the IC.
Experience selling cybersecurity, endpoint security, or related infrastructure solutions to federal customers.
Strong understanding of federal compliance frameworks and security requirements, including FedRAMP, CMMC, DISA, and NIST standards.
Proven ability to navigate complex, multi-stakeholder sales cycles involving government contracting teams, legal, and senior leadership.
Exceptional communication, presentation, and executive engagement skills.
Ability to operate in a fast-paced, high-growth startup environment with a bias toward action and accountability.
Active security clearance or ability to obtain one preferred.

Requirements

~1 min read

Prior experience selling through or co-selling with major federal channel partners, including Carahsoft, Leidos, SAIC, Booz Allen Hamilton, or similar FSIs.
Familiarity with Microsoft's federal ecosystem, including co-sell motions and Microsoft Security partner programs.
Experience structuring and closing deals through Dell federal BPA or similar OEM procurement mechanisms.
Existing relationships with DoD components such as CYBERCOM, DISA, or the military branches.
Background in or deep understanding of nation-state threat actors and advanced persistent threats (APTs) targeting critical infrastructure.
Experience working with a startup or early-stage company scaling its federal presence.
MBA or advanced degree in Business, National Security, or a related field.