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 take on the responsibility of being the primary territory owner and revenue generator for a designated portfolio of U.S. Federal DoD/DoW agencies.

• Manage and oversee the complete sales cycle—from prospecting and discovery to proof-of-value, negotiation, and closure—for all assigned Federal DoD/DoW accounts.

• Adopt a hunter’s mindset to proactively identify and pursue new logo opportunities within the territory, utilizing creative outreach, networking, and event-driven engagement.

• Formulate and implement a data-informed territory strategy with defined milestones, pipeline objectives, and account prioritization that aligns with Zimperium’s go-to-market approach.

• Meet and surpass quarterly and annual sales targets through a balanced approach of acquiring new business and strategically upselling/cross-selling to the current customer base.

• Provide accurate forecasts of pipeline activities and revenue projections using MEDDPICC qualification criteria to ensure reliable, high-quality sales execution.

• Engage proactively and directly with customers and prospects to gain a comprehensive understanding of their mission requirements, security challenges, and organizational pain points.

• Convert customer needs into persuasive, value-driven solution narratives that clearly demonstrate Zimperium’s unique differentiation and return on investment.

⛳️ Requirements

• A Bachelor’s degree or equivalent professional experience.

• Over 7 years of enterprise software/technology sales experience in the public sector, with a solid and verifiable history of meeting and exceeding quotas.

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

• Demonstrated experience in applying MEDDPICC (or a similar methodology like MEDDIC, Challenger, or Force Management) to qualify and progress complex, multi-stakeholder opportunities.

• Proven capability to operate as a hunter—adept at building a pipeline from the ground up through cold outreach, networking, partner co-selling, and event participation.

• Extensive knowledge of 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 inspection and commitment 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 50% or more of the time to interact with customers, attend industry events, and support partner initiatives.

🏝️ Benefits

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

• Cutting-Edge Technology: Offer a platform supported by leading AI and mobile security research that consistently outshines the competition.

• Inclusive Culture: A collaborative workplace founded on the belief that diverse perspectives foster better solutions and stronger results.