VP of Federal Sales

Piper Companies; Tysons (VA); On-site; USD 216,000 - 264,000; Full time

Benefits offered by this job

Medical benefits

401k Plan

Paid time off

Job summary

Zachary Piper Solutions is seeking an experienced VP of Federal Sales to lead a high-performing federal sales organization and drive revenue growth across DoD, DHS, and critical infrastructure markets.

This fully onsite role in Tysons Corner, VA requires up to 60% travel and strong executive communication, strategic capture, and pipeline management skills to close complex opportunities and expand market presence.

Qualifications

• 10+ years leading federal sales in aerospace, defense, or security markets.
• Proven success closing complex, high-value federal deals.
• Established DoD/DHS relationships and procurement process understanding.
• Experience with RFI/RFP and Program of Record procurement cycles.
• Able to travel up to 60% and work fully onsite in Tysons Corner, VA.

Responsibilities

• Lead and develop a federal sales team, driving revenue growth.
• Develop and execute federal sales strategies to expand market penetration.
• Drive adoption of counter-drone tech with DoD, DHS, and critical infrastructure customers.
• Engage in strategic pursuits, major deals, and contract negotiations.
• Manage relationships with procurement officials, prime contractors, and partners.
• Oversee pipeline, CRM accuracy, forecasts, and quota attainment.
• Collaborate with Product, R&D, Presales, and Marketing to align tech with customer needs.
• Report to executive leadership and represent the company at industry events.

Skills

Federal sales leadership

DoD procurement knowledge

Forecasting pipelines

Executive communication

Negotiation

Cross-functional leadership

Tools

CRM systems

Job description

Zachary Piper Solutions is seeking an experienced VP of Federal Sales to join a leading defense technology company specializing in advanced counter-drone solutions designed to detect, identify, and safely neutralize unauthorized drones through innovative radio-frequency and cyber-based technologies. This a FULLY ONSITE position, located in Tysons Corner, VA, with expected 60% travel.*

The VP of Federal Sales will lead and develop a high-performing sales organization, drive strategic revenue growth, and expand market presence across the U.S. defense, homeland security, law enforcement, and critical infrastructure sectors through the sale of advanced counter-drone technologies.

Responsibilities of the VP of Federal Sales:

• Lead, coach, and develop a team of federal sales executives, driving individual performance, accountability, and revenue growth.
• Develop and execute federal sales strategies to expand market penetration, consistently achieve revenue targets, and identify new business opportunities.
• Drive adoption of advanced C-UAS technologies across DoD, DHS, DOJ, DOE, and critical infrastructure customers.
• Personally engage in strategic pursuits, complex federal sales campaigns, contract negotiations, and major deal closures.
• Build and maintain executive-level relationships with federal procurement officials, prime contractors, channel partners, and strategic customers.
• Oversee sales pipeline management, CRM accuracy, capture strategies, revenue forecasting, and quota attainment.
• Collaborate with Product Development, R&D, Presales, and Marketing to align technical capabilities with customer requirements and market opportunities.
• Partner with executive leadership on growth strategies, business performance, and reporting to senior stakeholders and the Board of Directors.
• Represent the organization at federal industry conferences, trade shows, and strategic networking events.

Qualifications for the VP of Federal Sales:

• 10+ years of successful sales leadership experience within aerospace and defense, homeland security, or public safety markets.
• Proven experience building, managing, mentoring, and developing high-performing federal sales teams.
• Demonstrated success personally leading and closing complex, high-value sales opportunities within federal defense, security, and law enforcement agencies.
• Established relationships and direct sales experience within DoD and DHS, including a strong understanding of government procurement regulations and processes.
• Extensive knowledge of federal acquisition and procurement cycles, including RFI, RFP, and Program of Record (POR) processes.
• Experience developing federal sales strategies, managing revenue quotas, forecasting pipelines, and executing strategic capture initiatives.
• Strong executive communication, relationship management, negotiation, and cross-functional leadership capabilities.
• Ability to translate sophisticated defense technologies into compelling customer solutions and business value.
• Ability and willingness to work fully onsite in McLean, VA, with up to 60% domestic travel.*
• Preferred:
  • Experience within high-growth technology companies or start-up environments.
  • Background selling advanced defense technologies, particularly C-UAS, RF-based systems, or related security solutions.
  • Experience collaborating with international teams and global executive leadership.

Compensation for the VP of Federal Sales:

• Base Salary: up to $240,000 *depending on experience*
• Comprehensive Benefits: Medical, Dental, Vision, 401k Plan, PTO, Holidays, Sick Leave if required by law

This job opens for applications on 10/19. Applications for this job will be accepted for at least 30 days from the posting date.