Vice President, Federal and Public Sector at Forward Networks

Washington, District of Columbia, United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Networking, Cybersecurity, Cloud Computing, Federal GovernmentIndustries

Requirements

15+ years of enterprise sales experience, with a strong track record of success in Federal markets (Civilian, DoD, and IC)
Proven experience managing large, complex Federal deals ($5M–$20M+) and navigating long procurement cycles
Deep understanding of Federal procurement processes, compliance, and contract vehicles (e.g., GSA, SEWP, IDIQs, OTAs)
Strong relationships with executive and technical stakeholders across Civilian agencies, DoD, and the Intelligence Community
Consistent overachievement of individual and team sales targets
Excellent communication, negotiation, and executive presentation skills
Absolute attention to detail
Located in the WDC metropolitan area
Demonstrated ability to build, scale, and mentor high-performing Federal sales teams, including direct sales, SEs, and channel/alliances
Skilled at hiring and retaining top Federal sales talent while fostering a high-performance culture
Experience working cross-functionally in matrixed organizations, aligning closely with marketing, product, legal, and finance
Strong forecasting skills and ability to drive predictable, scalable revenue growth
Proven ability to scale Federal sales organizations, ideally in cybersecurity, networking, cloud, or infrastructure software

Responsibilities

Define and deliver a clear Federal go-to-market (GTM) strategy aligned with company growth objectives within the first 90 days
Increase pipeline velocity and the customer base across Civilian, DoD, and Intelligence Community sectors
Secure 8–16 new strategic Federal logos annually while expanding the footprint within the top 10 existing accounts
Develop and grow strategic partnerships with FSIs and channel partners to drive repeatable, scalable deal flow
Drive consistent sales execution across the territory using proven methodologies and best practices
Lead, support, and develop a high-performing, customer-centric team of Regional Sales Directors
Provide hands-on coaching in sales strategy, pipeline development, and opportunity management
Maintain a deep understanding of the competitive landscape and positioning within the Federal space

Skills

Key technologies and capabilities for this role

Federal SalesSales LeadershipGo-to-Market StrategyCybersecurityNetworkingCloud ComputingInfrastructure SoftwareAccount Management

Questions & Answers

Common questions about this position

What compensation structure does this role offer?

The role features sensible quotas and no cap on earnings.

Is this position remote or does it require a specific location?

This information is not specified in the job description.

What experience is required for this Vice President role?

Candidates need 15+ years of enterprise sales experience with a strong track record in Federal markets (Civilian, DoD, and IC), proven success managing large complex Federal deals ($5M–$20M+), and experience scaling Federal sales organizations, ideally in cybersecurity, networking, cloud, or infrastructure software.

What is the company culture like at Forward Networks?

Forward Networks fosters a high-performing, customer-centric team environment focused on building a special company, changing the networking world, and has been named to Fortune’s 2025 “Best Workplaces in the Bay Area” list.

What makes a strong candidate for this position?

A strong candidate has 15+ years of wildly successful experience selling to the Federal Government, has become a leader, and enjoys building an early-stage company with proven success scaling Federal sales organizations.

Forward Networks

Network modeling platform for enhanced security

About Forward Networks

Forward Networks offers a platform that enhances network security and visibility for businesses by using a digital twin, which is a virtual model of their physical network. This technology allows organizations to monitor network behavior, prevent outages, and reduce operational risks. The platform serves a variety of clients, including large corporations and federal agencies, by providing a comprehensive view of network data that improves the efficiency of Security Operations Centers. By charging clients for access to its platform, Forward Networks helps them save costs by reducing the time to resolve issues and lowering operational expenses.

Palo Alto, CaliforniaHeadquarters

2013Year Founded

$109.4MTotal Funding

SERIES_DCompany Stage

Data & Analytics, CybersecurityIndustries

51-200Employees

Benefits

Grow with us - We’re an agile team and early-stage company with plenty of opportunities to grow, as a company and as individuals

Competitive pay - Every team member receives a compensation package with competitive pay and equity

We offer top-grade insurance, with medical, dental, and vision benefits for you and your family

Time off - Vacations, holidays, family days. With no tracked time off, you can go as long as it’s okay with your manager

Risks

Emerging startups may offer competitive network validation solutions, challenging Forward Networks.

Rapid AI advancements could outpace Forward Networks' current capabilities.

Reliance on multi-cloud environments exposes Forward Networks to cloud provider risks.

Differentiation

Forward Networks offers a digital twin for comprehensive network visibility and validation.

The platform integrates AI for advanced network behavior prediction and troubleshooting.

Forward Networks supports multi-cloud environments, enhancing network security and compliance.

Upsides

Increased adoption of digital twin technology boosts demand for Forward Networks' platform.

AI integration in network validation positions Forward Networks as a market leader.

Rising multi-cloud environments create opportunities for Forward Networks' comprehensive solutions.

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