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VP, Federal Sales



Sales & Business Development
Washington, DC, USA
Posted on Wednesday, July 10, 2024

Primer exists to make the world a safer place. We do this by providing trusted decision-ready AI to the world's most critical organizations. Our software enables leaders, operators, and analysts to better understand the changing world around us in real time and make informed decisions when the stakes are high. Primer has offices in San Francisco, Pasadena, CA and Arlington, VA. For more information, please visit

The Role:

Reporting to the CRO, you will be supported by a team of accomplished big data, A/ML, and industry specialists. Primer is building a sales culture for individuals who are self-motivated, customer-focused, creative, and passionate about AI and ML. This role is a unique opportunity to contribute in a meaningful way on high-visibility, high-impact projects in a fast-growing segment of our business.

What we look for:

  • Understanding of Public Sector procurement frameworks and mechanisms
  • Experience at high growth and successful companies/organizations
  • Proven history of quota over-achievement when selling complex software and services to Enterprise accounts
  • Experience identifying and expanding on assigned territory, meet and exceed sales goals through prospecting, qualifying, managing and closing sales opportunities
  • Deliver presentations and demonstrations highlighting the advantages, features, and functions of Primer’s platform technologies
  • Oversee the entire sales cycle while collaborating closely with cross-functional teams including sales engineering, professional services, marketing, and legal
  • Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive Primer’s solution
  • Ongoing account management to work with current customers to drive consumption and expansion of business
  • Work in a fast-paced innovative environment, take initiative to get stuff done, make an impact, try new things and work in a collaborative environment
  • 10+ years of field sales experience in the SaaS space, experience within data management, analytics, business intelligence preferred
  • A track record of success in leading sales teams in selling software platform subscriptions into net new complex accounts, demonstrated by overachievement of team quotas ( $10M+ of ARR) and strong customer references
  • Ability and comfort in negotiating and closing legal agreements with customers and supporting new customers through our on-boarding process
  • Familiarity with solution-based selling, have experience managing a complex sales process, and possess excellent presentation, listening, organization, and contact management skills
  • Excellent executive-level verbal and written communication, presentation, and relationship management skills
  • Expertise within a specific vertical including Public Sector and DoD Specifically
  • Methods for co-developing business cases and gaining support from C-level Executives
  • Familiarity with sales methodologies and process, e.g Territory and Account planning, MEDDPICC, Challenger Sales and Command of the Message
  • Champion builders and trusted advisors
  • Success scaling your business through external partnerships


    • US citizenship required
    • Travel will be required to client sites in the DC Metro area and possibly across the country; 25-30% of travel expected
    • Bonus: Active secret security clearance

The annual cash compensation range for this position is US$230,000 to US$260,000. Final compensation will be determined based on experience and skills and may vary from the range listed above.

Primer works closely with the U.S. defense and intelligence establishment. Any offer of employment is conditioned on an applicant or employee being able to meet any applicable government contract requirements. The company may rescind any offer of employment to an applicant or terminate an employee if the applicant or employee is unable to perform the functions of the position in compliance with applicable government contracts or if an applicant or employee makes a false attestation of compliance.

What We Offer

We are a series D funded company with investors from Addition, USIT, Lux Capital, Amplify Partners, Addition Capital, Bloomberg Beta, and others. We are intentional around building a diverse and inclusive team of subject matter experts to better advocate for the needs of our users.

We care a lot about our work and about the well being of our team. We encourage everyone to work at a sustainable pace and have a flexible vacation policy for team members to utilize, Wellness Days and 100% paid leave for parents of growing families.

We offer competitive compensation and comprehensive benefits. This includes full medical, dental, and vision coverage, fertility benefits through Carrot, mental health coverage on demand with Headspace Care+, Gympass+ Membership via Wellhub, One Medical Membership, 401(k), remote work stipends, and monthly internet allowance.

Primer is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Please see the United States Department of Labor's EEO poster and EEO poster supplement for additional information.

If you need assistance or accommodation due to a disability, you may contact us at [email protected].

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.