The Challenge
An Ottawa-based software-as-a-service company that had built a successful business serving Canadian government clients identified a significant growth opportunity in the US federal market, but recognized they lacked the engineering leadership expertise required to pursue this strategy. The company sought a Vice President of Engineering who could lead the technical transformation necessary to compete for US government contracts, including achieving FedRAMP authorization, implementing security controls meeting US federal standards, and potentially supporting facility security clearance requirements for certain contract types. The ideal candidate required expertise across multiple domains: enterprise SaaS engineering leadership with scale and reliability experience; deep knowledge of FedRAMP authorization process and continuous monitoring requirements; familiarity with US federal security requirements including NIST frameworks; and understanding of the unique technical and procurement dynamics of US government SaaS markets. The challenge was finding someone with this specialized US federal technology experience who was willing to be based in Ottawa, as most FedRAMP-experienced engineering leaders were concentrated in US markets particularly the Washington DC area.
The Solution
Lock Search Group deployed a bi-national search strategy leveraging our Ottawa office’s government technology market expertise and our Boston office’s access to US enterprise technology talent. We recognized that the ideal candidate profile was rare, so we developed a prioritized framework that identified which capabilities were essential versus learnable. Our search targeted four candidate pools: engineering leaders from US-based SaaS companies with existing FedRAMP authorization who might be attracted to an executive role in a growing company; Canadian engineering leaders with US federal contract experience through multinational employers; technical consultants specializing in FedRAMP authorization who were seeking operating positions; and senior engineers from US government contractors who had transitioned to commercial SaaS and understood both environments. Our assessment approach included detailed FedRAMP knowledge evaluation, security architecture design discussions, and scenario-based interviews exploring how candidates would approach the authorization process given the company’s current technical state. We also evaluated candidates’ willingness and ability to work from Ottawa, recognizing that remote work arrangements might be necessary during the transition for some candidates. Reference checks specifically explored candidates’ track records with FedRAMP authorizations and their ability to manage the rigorous continuous monitoring requirements.
The Outcome
The bi-national search engaged 32 engineering leaders with relevant US federal technology experience. Through comprehensive assessment including FedRAMP knowledge evaluations and security architecture discussions, we presented four finalists representing different approaches to achieving the company’s US government market objectives. The successful candidate was a former Director of Cloud Security from a US-based SaaS company that had achieved FedRAMP High authorization who was motivated by the opportunity to step into a VP role and attracted to Ottawa’s quality of life as a dual Canadian-US citizen. His direct experience leading a successful FedRAMP authorization, combined with ongoing relationships with authorized third-party assessment organizations (3PAOs) required for certification, dramatically de-risked the company’s US federal market strategy. His dual citizenship facilitated security clearance processes for contracts requiring them. Within his first year, he led a comprehensive security architecture redesign aligned with FedRAMP requirements, initiated the authorization process with a targeted agency sponsor, and began building relationships with US federal procurement officers. The company’s technical transformation positioned them to achieve FedRAMP authorization within 18 months, opening a market opportunity valued at over $50 million in potential contract value. The placement demonstrated Lock Search Group’s ability to source specialized technical leadership for companies pursuing cross-border growth strategies.