Head of Government Affairs

About the role

Verkada is seeking its first dedicated public sector leader to establish our government affairs function from the ground up. You will serve as the primary point of contact for government stakeholders, driving policy and procurement influence across Federal and SLED markets. This is a foundational role that begins as an individual contributor position with the mandate to build a future team and a repeatable sales playbook. The position requires a seasoned operator who can translate complex technology solutions into compelling value propositions for public sector audiences. You will be instrumental in defining the Verkada narrative in Washington and ensuring our mission aligns with critical public safety priorities. Success in this role depends on your ability to operate with integrity and build trust at the highest levels of government. You will own the end-to-end strategy for engaging with public sector entities, shaping the conversation around cloud security and physical safety.

Key facts

What you'll do

• Cultivate and manage high-level relationships with key decision-makers across Federal and SLED sectors.
• Influence procurement and policy outcomes, including advocacy for funding and school safety grants.
• Create a government sales strategy and playbook based on hands-on execution.
• Manage external lobbyists, consultants, and procurement specialists to support priority initiatives.
• Assist the sales organization in navigating agency requirements and accelerating deal timelines.
• Monitor regulatory shifts in AI governance, data privacy, and security standards like FedRAMP, advising internal legal and product teams.
• Ensure all government interactions adhere to strict ethical and disclosure standards.
• Recruit and structure a future team to cover Civilian, DoD, and state/local markets.
• Translate technical product capabilities into accessible language for non-technical government officials and procurement officers.
• Develop targeted outreach campaigns to identify and engage mission-critical influencers within government agencies.
• Represent Verkada at industry conferences, government hearings, and relevant public sector events to elevate brand presence.
• Analyze market trends and competitor positioning to refine go-to-market strategies for public sector segments.
• Collaborate with legal and compliance teams to ensure all government engagements meet strict regulatory requirements.
• Provide weekly strategic updates to executive leadership on policy developments, market access barriers, and competitive threats.

Requirements

• Proven ability to open doors with established, senior-level government relationships.
• Direct experience influencing policy or procurement outcomes for a company or product.
• Background in enterprise technology or SaaS sales, specifically within cloud, cybersecurity, or platform software.
• Experience operating in both Federal and SLED markets.
• Prior experience managing and hiring teams.
• Ability to function as an individual contributor in the first year before transitioning to a team leader.
• Must be independently authorized to work in the U.S. without sponsorship.
• Demonstrated success in building and maintaining relationships with Cabinet-level officials, agency heads, and senior procurement officials.
• A clear understanding of the U.S. legislative process and how it impacts technology procurement in the public sector.
• Strong judgment in handling sensitive information and the ability to maintain confidentiality in high-stakes environments.
• Exceptional written and verbal communication skills, capable of articulating complex security concepts to diverse audiences.
• A proven track record of meeting or exceeding ambitious targets in a quota-driven environment.
• Experience navigating the intersection of technology, privacy, and public policy with integrity.
• Willingness to travel extensively throughout the U.S. for government meetings, hearings, and industry events.

Nice to have

• Experience with Federal technology procurement cycles, including IT Schedule 70 and GWACs.
• Familiarity with K-12 education policy and how federal funding flows to school districts and state agencies.
• Understanding of AI policy frameworks and emerging regulations specific to public sector AI adoption.
• Knowledge of CCPA, GDPR, and data privacy regulations as they apply to cross-jurisdictional data flows.
• Background in managing government relations for a venture-backed or high-growth technology company.

Practical notes

• Compensation includes base salary and commissions, with potential eligibility for discretionary bonuses and equity in the form of RSUs.
• Benefits include 100% employer-paid employee healthcare premiums and 80% for family premiums, nationwide medical/dental/vision, HSA/FSA options, mental health support, paid parental leave, fertility benefits, flexible PTO, professional development stipends, and daily healthy lunches.
• This role does not offer visa sponsorship.
• The successful candidate must be authorized to work in the United States without requiring sponsorship.
• This is a full-time position based in Washington, D.C., requiring significant domestic travel.
• Travel may include overnight stays and attendance at national security and technology policy events.
• The candidate must be able to obtain and maintain a U.S. government security clearance, which may require U.S. citizenship.
• The role demands a long-term commitment to building a mission-critical function within a fast-scaling environment.