VP, Federal Sales

About the Team

The Federal sales team is responsible for aggressively growing top-line revenues and driving new business through the implementation of scalable, repeatable, structured systems/processes and embracing the operational challenges of leading a high growth business at a significant scale through its next stage of growth.

Mission

Databricks is seeking a seasoned and transformational Vice President, Federal sector to serve as a key member of our Regulated Industries leadership team who will continue to scale our world-class federal sales organization to drive rapid growth within the Federal Sector, which is critical to our continued success. 

Achieving Databricks mission and vision requires working together to create a culture that supports their hunger to be the best. To be effective in this role, the successful candidate will be responsible for driving the below:

Vision

Understands the direction Databricks is going and the criticality of their respective functions, organizations and teams to achieve that outcome.  Can translate that vision into a purposeful mission for their team. Constructs actionable plans for the team to execute and carry out its mission. Communicates and unifies the team behind its mission and plan

Strategy

Create a framework for the entire team to follow and clearly communicate the direction they are going in alignment with the company’s overall strategy by igniting the passion and motivation inside other people and lead them to do extraordinary things.

Execution

Consistently deliver great results at a rapid (but sustainable) pace.  Along with setting an inspiring and clear vision and defining their strategy; effective execution is critical to the success of the team and company. To execute well, a leader at Databricks needs to be able to deliver extraordinary outcomes.  

Teamwork 

Talent magnet who can build and lead teams to achieve significantly more as a collective unit that they could achieve individually.  We can overcome our biggest obstacles if we have a team that shares a common goal and works together to achieve it. A team that works together excels and they have a strong sense of purpose, know their roles and understand precisely how to operate efficiently together.

Outcomes

What You’ll Do

• Lead and drive exceptional sales and operational execution and develop initiatives to further penetrate the Federal  Sector market, achieve sales goals, and leverage sales assets to drive and grow net/new sales for the Federal Sector business.
• Successfully hire, lead, coach, develop and manage the Federal Enterprise Account Executives, ensuring that the team achieves and exceeds their sales goals leveraging your strong background and network within the Federal space.
• Delivering regular and accurate forecasts and ensuring monthly, quarterly and annual targets are achieved.
• Drive executive relationships at the CxO level, and successfully support large complex sales cycles in the Federal space.
• Create and drive new strategic go-to-market plans to meet company growth and market share goals. Position the company to continue to successfully compete with the largest players in the Federal sector software industry.
• Engage and develop senior CxO client/prospect relationships, in partnership with the Federal Enterprise Account Executives, to establish, drive, and grow strategic relationships
• Act as a strategic thought leader and advisor to the VP, Federal & Public Sector and broader Executive Team. Work closely with functions and other executives across the organization to establish and develop a strong and collaborative partnership to ensure success.
• Maintain strong reporting and accountability against numbers, driving to exceed quotas, while developing and managing motivating incentive tools.
• Develop short and long-term Federal sector market strategy and forecasts through market analysis and interpretation of data, and communicate Federal sector activities of execution and sales productivity with the senior management teams.
• Be an exceptional leader and change agent. This executive will collaborate across the organization and help bring disparate teams together into a more cohesive unit.
• Function in a strategic capacity while enforcing tactical team performance issues.

Competencies

Team First Culture

• Focuses on what’s best for the company long term. Ability to easily work across functions as ‘one team’ that is in it together and aligned on key goals for the company. Determines true ways to grow revenue and build capacity for future growth with a crucial long-term perspective in mind.

Federal Sector

• Comprehensive understanding of the Federal Sector environment including issues, market trends, and sales cycles.

Operational Excellence

• Experience implementing complex strategy and operational improvements. Takes a data-driven and efficiency-oriented approach to sales operations. Measurable success in improving sales enablement, hiring practices, productivity, sales strategy, and program function.

Enterprise Software - Sales Leadership

• Demonstrated success in leading software sales organizations and working across highly complex, truly global businesses. Has managed high-performing sales organizations exceeding 10+ professionals. Driven revenue at a hyper-growth company

Modern SaaS

• Experience within a cloud-native, disruptive software business with proven leadership of a modern, recurring revenue go-to-market motion.

Company Values:

• We are customer-obsessed
• We raise the bar
• We are truth-seeking
• We operate from first principles
• We are biased for action
• We put the company first