Account Executive – U.S. Federal

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Develop a mid-market federal pipeline encompassing DoD, the Intelligence Community, DHS, DOJ, and civilian agencies.

• Integrate self-generated outbound prospecting with inbound leads and opportunities sourced from partners and resellers.

• Manage complete sales cycles from initial discovery, demonstrations, and proofs-of-concept to contract signing.

• Navigate federal procurement timelines, including GSA Schedules, GWACs, and fiscal-year budget cycles.

• Articulate Maltego's platform capabilities into mission narratives customized for agency-specific use cases.

• Collaborate with Sales Engineering on evaluations.

• Partner with channel and partner teams to turn sourced opportunities into finalized business transactions.

• Identify upsell and cross-sell opportunities within existing accounts.

• Oversee renewal and expansion negotiation processes.

• Ensure forecast accuracy and maintain pipeline integrity in Salesforce.

• Provide weekly reports on bookings, win rates, and deal statuses.

• Represent Maltego at federal industry days, conferences, and technical working groups.

• Willingness to travel up to approximately 25%.

⛳️ Requirements

• Capability to obtain and maintain a TS/SCI clearance, or as required for the role.

• Over 5 years of experience in enterprise software or cybersecurity sales.

• Proven history of closing deals exceeding six figures within the federal market.

• Familiarity with federal procurement processes, including GSA Schedules, GWACs, budgeting cycles, and purchasing procedures.

• Experience selling to DoD/IC or federal civilian agencies.

• Proven ability to establish credibility with government stakeholders, including end users and contracting officers.

• Business-development orientation with a capability to generate personal pipeline.

• Proficiency in converting inbound and partner-sourced leads.

• Skill in translating technical concepts like OSINT, link analysis, and threat intelligence into mission-related outcomes.

• Expertise in Salesforce or a similar CRM platform.

• Bachelor’s degree or equivalent work experience.

• Successful completion of a background investigation and verification of clearance eligibility.

• Willingness to travel up to approximately 25%.

🏝️ Benefits

• Competitive base salary.

• Comprehensive health coverage.

• 401(k) plan.

• Paid time off.

• Engaging work that has tangible significance to national security programs.

• A motivated, international team within the dynamic environment of a growing technology company.