VP of Federal (Sales)

About the role

You will own Reflection's U.S. federal go-to-market strategy, bookings, and revenue plan while shaping the executive operating cadence for the federal business. You will define a long-term growth strategy across priority federal civilian and national-security missions, translating that strategy into account plans, investment decisions, and measurable goals. You will personally lead the most consequential opportunities from mission discovery and pre-RFP shaping through acquisition strategy, proposal, negotiation, award, deployment, and expansion. You will establish and deepen trusted relationships with mission owners, senior decision-makers, program offices, technical teams, and acquisition leaders - and bring their priorities back into the company. You will translate advanced open-weight AI into mission outcomes by connecting model capability, customization, data, infrastructure, security, support, and economics. You will build a hybrid route to market that preserves direct customer relationships while using cloud providers, contract vehicles, systems integrators, federal contractors, and defense primes for access and scale. You will convert evaluations and early awards into production deployments, past performance, repeatable offerings, and durable multi-year programs. You will help establish the operating foundation for a dedicated federal business, including contracting pathways, the appropriate entity structure, FedRAMP and other required authorizations, and specialist partners - working closely with security, engineering, legal, finance, and operations. You will recruit and lead an exceptional federal team while establishing disciplined account planning, qualification, capture, pricing, forecasting, and post-award handoffs.

Key facts

What you'll do

• Own Reflection's U.S. federal go-to-market strategy, bookings, and revenue plan, and drive the federal executive operating cadence.
• Define a long-term growth strategy across priority federal civilian and national-security missions, translating it into account plans, investment decisions, and measurable goals.
• Personally lead the most consequential opportunities from mission discovery and pre-RFP shaping through acquisition strategy, proposal, negotiation, award, deployment, and expansion.
• Establish and deepen trusted relationships with mission owners, senior decision-makers, program offices, technical teams, and acquisition leaders - and bring their priorities back into the company.
• Translate advanced open-weight AI into mission outcomes by connecting model capability, customization, data, infrastructure, security, support, and economics.
• Build a hybrid route to market that preserves direct customer relationships while using cloud providers, contract vehicles, systems integrators, federal contractors, and defense primes for access and scale.
• Convert evaluations and early awards into production deployments, past performance, repeatable offerings, and durable multi-year programs.
• Help establish the operating foundation for a dedicated federal business, including contracting pathways, the appropriate entity structure, FedRAMP and other required authorizations, and specialist partners - working closely with security, engineering, legal, finance, and operations.
• Recruit and lead an exceptional federal team while establishing disciplined account planning, qualification, capture, pricing, forecasting, and post-award handoffs.
• Partner with security, legal, finance, and operations to codify federal-specific processes, risk management practices, and governance.
• Represent Reflection in federal customer forums, industry events, and strategic partnerships to advance brand presence and pipeline growth.
• Track and analyze federal pipeline, win/loss patterns, and customer feedback to continuously refine strategy and execution.

Requirements

• 10+ years building and selling enterprise software or technical platforms to the U.S. federal government, including 5+ years leading teams, a major market, or an equivalent scope.
• A record of building a federal business from an early stage to material scale - and a clear account of what you personally created, shaped, and closed.
• Demonstrated success winning and expanding complex, multi-year programs with eight-figure+ value or comparable strategic importance.
• Deep, current relationships across the federal government, including mission, program, acquisition, technical, and executive stakeholders.
• Fluency in federal budget and acquisition processes, including FAR-based procurement (GWACs, IDIQs, schedules, orders), and non-FAR agreements.
• Technical credibility selling AI/ML, cloud, data infrastructure, cybersecurity, developer platforms, or similarly complex technology into mission environments.
• Executive presence, exceptional communication, and a hands-on operating style; comfortable leading a customer meeting, pressure-testing a capture plan, improving a proposal, and moving a difficult deal forward.
• U.S. citizenship and the ability to obtain and maintain required U.S. government security clearances.
• Willingness to comply with Reflection's policies and procedures, including those related to information handling, security, and export controls.
• Ability to travel domestically for customer meetings, industry events, and team gatherings as required.
• Commitment to working within Reflection's operating cadence and collaborating cross-functionally with engineering, product, legal, finance, and security teams.

Nice to have

• An active Secret or TS/SCI clearance.
• Hands-on experience with FedRAMP or comparable authorization programs, including secure cloud, on-premises, air-gapped, or classified deployments.
• A strong network across systems integrators, federal contractors, hyperscalers, channel partners, and defense primes.

Practical notes

U.S. office-based role with domestic and occasional travel requirements. Employment is contingent on eligibility for U.S. government security clearances and completion of required onboarding authorizations.