Federal Account Executive – DoD/DoW Sector

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

📋 Description

• In the role of Federal Account Executive – DoD/DoW, you will be the primary territory owner and revenue generator for a specified portfolio of U.S. Federal DoD/DoW agencies.

• Take ownership of and manage the complete sales cycle—from prospecting and discovery through proof-of-value, negotiation, and closing—for all assigned Federal DoD/DoW accounts.

• Embrace a hunter’s mindset to consistently identify and pursue new logo opportunities within the territory, employing innovative outreach, networking, and event-driven engagement.

• Create and implement a data-driven territory strategy with clear milestones, pipeline goals, and account prioritization that align with Zimperium’s go-to-market approach.

• Meet and surpass quarterly and annual sales targets through a strategic mix of new business acquisition and upselling/cross-selling within the existing customer base.

• Provide accurate forecasts of pipeline activity and revenue projections utilizing MEDDPICC qualification criteria to ensure predictable and high-quality sales execution.

• Actively engage with customers and prospects to gain a comprehensive understanding of their mission needs, security challenges, and organizational pain points.

• Convert customer requirements into engaging, value-driven solution narratives that clearly showcase Zimperium’s unique differentiators and ROI.

⛳️ Requirements

• A Bachelor’s degree or equivalent professional experience.

• Over 7 years of enterprise software/technology sales experience within the public sector, with a consistent and demonstrable record of meeting and exceeding quotas.

• More than 3 years of experience selling cybersecurity solutions, with a strong preference for expertise in mobile security, endpoint security, or zero-trust architectures.

• Proven experience applying MEDDPICC (or similar methodologies like MEDDIC, Challenger, or Force Management) to qualify and advance complex opportunities involving multiple stakeholders.

• Demonstrated ability to function as a hunter—proficient in building pipelines from scratch through cold outreach, networking, partner co-selling, and event engagement.

• Strong familiarity with Federal DoD/DoW procurement processes, contract vehicles (e.g., GSA MAS, SEWP, BPAs, OTAs, GWACs), and the Federal budget cycle.

• Proficient in Salesforce CRM for managing pipelines, forecasting, and documenting activities.

• Experience with Clari or similar revenue intelligence platforms for deal analysis and commit forecasting.

• Outstanding executive communication, active listening, and consultative selling abilities with the capability to engage credibly at the C-suite and SES/Deputy Secretary level.

• Willingness to travel over 50% of the time to engage with customers, attend industry events, and support partner initiatives.

🏝️ Benefits

• Uncapped Earning Potential: Attractive base salary paired with an aggressive, uncapped commission structure and accelerators designed to reward exceptional performance.

• Cutting-Edge Technology: Market a platform supported by top-tier AI and mobile security research that truly excels against the competition.

• Inclusive Culture: A collaborative environment founded on the belief that diverse perspectives foster better solutions and more effective outcomes.