Job Req ID: 30207

Job Summary:

The Vice President, Operations & Go-to-Market is responsible for establishing and leading the operating framework of the company's federal entity. This executive provides leadership across federal compliance, security, contracting, sales operations, clearances, and go-to-market execution to ensure the organization can effectively pursue, win, and deliver federal business while maintaining compliance with all applicable regulatory and security requirements.

The role serves as a key member of the executive leadership team and acts as the operational bridge between business growth objectives and federal regulatory obligations. The VP will build scalable infrastructure, processes, governance, and operational capabilities that support sustained growth in defense, intelligence, civilian, and other regulated government markets.

Essential Duties and Responsibilities:

Federal Entity Leadership
• Help establish and scale the federal entity's operating model.
• Develop policies, governance structures, and operational processes.
• Partner with executive leadership on strategic planning and growth initiatives.
• Drive operational excellence and organizational readiness for federal market expansion.

Federal Compliance & Governance (Oversight, since we have a Director, Federal Compliance candidate)
• Lead compliance activities related to federal contracting and regulated business operations.
• Oversee governance associated with FOCI mitigation, NISPOM requirements, security programs, and related federal regulations.
• Ensure compliance with customer, contractual, and corporate requirements.
• Manage internal audits, assessments, and compliance reviews.

Security, Clearances & Industrial Security
• Executive oversight of FSO and security programs.
• Oversee facility clearances, personnel clearances, and access requirements.
• Ensure employee compliance with security training and reporting obligations.
• Partner with government security officials and external agencies.
• Support classified program readiness and expansion.

Contracts & Legal Operations
• Oversee federal contracts administration and contract lifecycle management.
• Partner with legal counsel on contract negotiations, terms and conditions, compliance issues, and risk management.
• Ensure proper execution of prime contracts, subcontracts, teaming agreements, NDAs, and related instruments.
• Maintain strong contractual governance and risk mitigation practices.

Sales Operations & Revenue Enablement
• Lead sales operations and business rhythm processes.
• Establish forecasting, pipeline governance, CRM discipline, and reporting.
• Support capture, proposal, pricing, and business development processes.
• Develop metrics and dashboards that drive accountability and growth.
• Align operational resources to support strategic pursuits and revenue objectives.

Go-to-Market Strategy
• Develop and execute the federal GTM operating model.
• Partner with sales leadership to identify growth opportunities and market priorities.
• Establish partner, channel, and strategic alliance frameworks.
• Support expansion into defense, intelligence, civilian, and adjacent federal markets.
• Drive operational readiness for new offerings and markets.

Cross-Functional Leadership
• Lead teams spanning compliance, security, contracts, sales operations, and business support functions.
• Build scalable operational infrastructure supporting future growth.
• Develop talent, succession plans, and organizational capability.
• Foster a culture of accountability, compliance, and customer focus

Qualifications:
• 15+ years of leadership experience in federal government contracting, defense, intelligence, or public sector organizations.
• Demonstrated experience building or scaling a federal subsidiary, business unit, or operating entity.
• Experience with FOCI mitigation, classified environments, and federal compliance programs.
• Experience overseeing contracts, security, and operational functions.
• Proven success supporting revenue growth and GTM execution.
• Experience working directly with executive leadership and boards.

Knowledge
• Federal acquisition and procurement processes.
• NISPOM requirements and industrial security programs.
• Facility clearances and personnel clearance management.
• Government contract administration and compliance.
• Federal business development and capture processes.
• Operational scaling within regulated environments.

Salary Range

$240,000 - $290,000

The salary offered will depend on several factors, including your location, level, education, training, specific skills, years of experience, and comparison to other employees already in this role. In addition to a comprehensive benefits package, candidates may be eligible for other forms of compensation, such as participation in bonus and equity award programs.