Head of Public Sector Sales

• Full Ownership of Revenue Targets: Develop and execute a comprehensive GTM strategy to achieve and exceed annual and quarterly revenue targets (ARR/bookings) for the assigned FED/SLED territory.
• Pipeline Management & Forecasting: Drive a disciplined sales process providing accurate and timely forecasts and managing pipeline growth velocity and health using CRM tools (e.g. Salesforce).
• Public Sector GTM: Customize the company's GTM strategy to align with state budgets federal funding programs (e.g. IIJA CISA Grants) and specific agency/departmental priorities (e.g. DoD IC K-12 Higher Ed).
• Contract Vehicle Mastery: Leverage and manage strategic public sector contracts and cooperative agreements (e.g. GSA MAS SEWP NASPO ValuePoint) to enable faster procurement and scalable growth.
• Complex Deal Navigation: Lead and serve as the final escalation point in complex multi-stakeholder sales cycles including proposal development RFP/RFI responses and final contract negotiation.
• Federal System Integrators (FSIs) & Channel: Build and deepen relationships with key System Integrators (SIs/FSIs like SAIC GDIT) and channel partners to drive joint business opportunities and leverage partner portfolios.
• Technical Value Proposition: Work closely with Sales Engineers and Product teams to translate complex cybersecurity features (e.g. Zero Trust Threat Detection SIEM/SOAR) into clear compliance-aligned business outcomes for public sector agencies.
• Recruit & Mentor: Hire mentor and lead a geographically distributed high-performing sales team focused exclusively on public sector sales. Provide real-time coaching on deal strategy public sector procurement mechanics and advanced sales methodologies (e.g. MEDDPIC Value Selling).
• Compliance Frameworks: Ensure all sales and solution offerings align with public sector compliance requirements (FedRAMP NIST CJIS FISMA StateRAMP).
• Executive Relationships: Build and maintain trusted executive-level relationships with key decision-makers (CIOs CISOs Procurement teams) across Federal and SLED agencies.
• Internal Alignment: Partner with Legal/Contracts Finance and Government Affairs teams to ensure policy compliance and efficient deal structuring (e.g. non-standard deal pricing).

• Public Sector Domain Expertise: 10+ years of progressive sales experience in Enterprise Software or Cybersecurity SaaS with at least 5 years in a sales leadership role managing a quota-carrying team focused on the U.S. Federal and SLED public sector. Deep demonstrable knowledge of the Federal/SLED procurement process contract vehicles (GSA NASPO) and compliance mandates (FedRAMP).
• Driving Outcomes and Accountability: Demonstrated commitment to delivering business and customer value holding self and others accountable for meeting commitments and achieving multi-million dollar revenue targets.
• Strategic Doing: The ability to translate a comprehensive GTM strategy into smaller executable time-bound milestones for the Public Sector Teams while assessing progress and pivoting quickly to ensure meaningful outcomes.
• Exceptional Communication and Executive Presence: Clear persuasive communication skills and an executive presence essential for building commitment managing conflict negotiating complex deals and fostering trusted relationships with CIOs CISOs and partners.
• Navigating Change & Ambiguity: Eagerness to understand and drive change making efficient transparent decisions that resolve challenges and enable momentum for the public sector team.
• Cross-Functional Collaboration & Self-Awareness: Proven ability to build a global network and work across boundaries adapting behaviors with strong self-awareness to optimize collective impact and deliver sustainable improvements.

What We Do

At Rapid7 our vision is to create a secure digital world for our customers our industry and our communities. We do this by harnessing our collective expertise and passion to challenge what’s possible and drive extraordinary impact. We’re building a dynamic and collaborative workplace where new ideas are welcome. Protecting 11000+ customers against bad actors and threats means we’re continuing to push the envelope - just like we’ve been doing for the past 20 years. If you’re ready to solve some of the toughest challenges in cybersecurity we’re ready to help you take command of your career. Join us.

Why Work With Us

With our products research and open source communities we’re building a secure digital future for everyone. This means constantly learning and evolving in an industry that’s anything but stagnant. You’ll be faced with tough challenges and given the support to find creative solutions that drive our business and your career forward.

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