Federal Account Executive – DOD / IC

This is a fully remote position, open to applicants in Alabama, +2 more states.

📋 Description

• Lead crucial revenue initiatives by managing intricate, end-to-end sales processes within the Department of Defense (DoD) and the Intelligence Community (IC).

• Implement a refined go-to-market approach utilizing direct high-touch engagement as well as strategic partner-led channels.

• Ensure that security solutions comply with federal procurement and standards such as FedRAMP, Impact Level 5 or 6, or NIST.

• Serve as a strategic consultant to federal stakeholders.

• Drive revenue growth from regional accounts by acquiring new clients, following up on various lead sources, directly selling to customers, and leveraging channel partnerships.

• Establish and nurture relationships with federal agencies, DoD and Intelligence Community stakeholders, key decision-makers, and partners.

• Work collaboratively with product, marketing, and engineering teams to align offerings with federal security requirements and compliance standards.

• Formulate and implement strategic sales plans directed at federal government clients.

• Oversee intricate sales cycles from prospecting to closure, achieving above-quota performance and fostering long-term customer relationships.

• Keep abreast of federal procurement procedures, contracts, and security regulations.

• Gain expertise in SentinelOne products and effectively communicate competitive advantages and customer value propositions.

• Prepare and deliver precise weekly forecasts to management.

• Regularly meet or surpass sales targets.

⛳️ Requirements

• A minimum of 5 years of experience selling to Enterprise accounts, ideally in the Federal sector with a focus on endpoint security solutions.

• Proven experience in selling to the Department of Defense and the Intelligence Community, along with engagement with the US Defense Industrial Base and related partners.

• An active Department of Defense security clearance is strongly preferred.

• Familiarity with the MEDDPICC sales methodology is advantageous.

• Excellent communication and presentation abilities, capable of engaging a diverse range of technical and business leaders.

• Enthusiastic about sales, the cybersecurity field, and technology.

• Experience in building a new customer pipeline while nurturing relationships with current clients.

• In-depth knowledge of the cybersecurity solutions required by Enterprise customers, CISOs, and other C-Suite executives, with the skill to identify and articulate competitive advantages and customer value propositions.

• Exceptional organizational and reporting capabilities; experience with Salesforce is preferred.

• Background in collaborating with channel and alliance partners, with a strong understanding of channel-centric go-to-market strategies.

• Ideal candidates will be located in the DC Metro area, Huntsville (Alabama), San Diego, or Colorado Springs.

• Significant travel may be necessary.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Employee Stock Purchase Plan (ESPP)

• Flexible time off

• Paid company holidays and paid sick time

• Gender-neutral parental leave

• Grandparent leave

• Medical, dental, and vision coverage

• 401(k) retirement plan with company match

• Life and disability insurance

• Health and dependent care FSA

• Voluntary benefits (hospital, accident, critical illness)

• Employee Assistance Program (EAP)

• ARAG pre-paid legal

• Nationwide pet insurance

• Cancer Care program

• Global business travel medical insurance

• Home office allowance

• Mobile phone reimbursement

• Wellness coach

• Wellness/gym reimbursement

• Fertility coverage

• Adoption & surrogacy reimbursement