Federal Enterprise Account Executive

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

📋 Description

• Drive growth within the designated territory.

• Take ownership of a specific group of Federal accounts and formulate strategic territory plans aimed at creating a pipeline and enhancing revenue.

• Identify, qualify, and secure opportunities within both existing and new Federal accounts.

• Establish multi-layered relationships with technical, operational, procurement, and executive stakeholders.

• Generate momentum in strategic agencies through disciplined account planning and consistent engagement with customers.

• Lead intricate sales cycles.

• Manage complex enterprise sales processes from initial discovery to closing the deal.

• Gain a thorough understanding of customer environments, modernization goals, funding pathways, procurement models, and competitive landscapes.

• Effectively navigate Federal acquisition processes and partner-driven procurement strategies.

• Develop compelling business cases that align with mission outcomes, resiliency, cybersecurity, and operational efficiency.

• Communicate the value of BlueCat’s platform.

• Articulate BlueCat’s value proposition across various initiatives including networking, cybersecurity, automation, cloud transformation, and network observability.

• Assist customers in recognizing how foundational network intelligence enhances visibility, resilience, security posture, and operational control.

• Collaborate closely with Sales Engineering to ensure technical solutions align with agency priorities.

• Collaborate across departments.

• Work in tandem with Channel, Marketing, Customer Success, and Leadership teams to accelerate pipeline development and achieve successful outcomes.

• Build relationships with Federal integrators, resellers, and ecosystem partners.

• Ensure accurate forecasting, opportunity management, and visibility of the territory within Salesforce.

⛳️ Requirements

• A minimum of 5 years of experience in enterprise technology sales within the U.S. Federal market.

• A proven history of exceeding quotas and consistently driving pipeline growth.

• Experience selling to Federal civilian, defense, or intelligence-related organizations.

• Familiarity with Federal procurement processes, contract vehicles, and partner ecosystems.

• Experience managing complex enterprise sales cycles involving multiple stakeholders.

• Strong skills in prospecting, territory planning, and account development.

• Executive presence coupled with exceptional communication and presentation skills.

• Capability to excel in a high-growth environment where initiative and accountability are crucial.

• Proficiency with Salesforce, LinkedIn Sales Navigator, and contemporary sales engagement tools.

• Preferred experience includes cybersecurity, networking, observability, infrastructure, SaaS, or automation sales.

• Established relationships within key Federal agencies or Federal systems integrators.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Tax-advantaged accounts (HSA, FSA).

• Annual Lifestyle Spending Account (LSA).

• A 401(k) plan with company matching.

• Paid parental leave.

• Vacation, personal, and wellness days.

• An annual budget for learning and development.

• Participation in the company's annual bonus program.