VP of Federal Sales

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

Benefits offered by this job

Comprehensive 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 focused on advanced counter-drone solutions. This is a fully onsite role in Tysons Corner, VA, with up to 60% travel and responsibility for revenue growth across DoD, DHS, DOJ, DOE, and critical infrastructure sectors.

The role requires building and mentoring federal sales teams, closing complex opportunities, and aligning technical capabilities with customer requirements.

Qualifications

• 10+ years of successful sales leadership experience within aerospace and defense, homeland security, or public safety markets.
• Proven experience building, mentoring, and developing federal sales teams.
• Demonstrated success closing complex, high-value federal opportunities.

Responsibilities

• Lead and develop a federal sales team to achieve revenue targets.
• Develop and execute federal sales strategies to expand market penetration.
• Drive adoption of counter-drone technologies across DoD, DHS, DOJ, DOE, and critical infrastructure.
• Engage in strategic pursuits, complex campaigns, negotiations, and major deal closures.
• Build executive relationships with federal procurement officials and prime contractors.
• Oversee pipeline management, CRM accuracy, forecasting, and quota attainment.
• Collaborate with Product Development, R&D, Presales, and Marketing to align capabilities with requirements.
• Report growth and performance to executive leadership and the Board.

Skills

Sales leadership

Federal sales

DoD/DHS relationships

Strategic negotiations

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.