VP, Sales - Federal

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. Apply now

Job Description:

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. 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. 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.

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.

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,...