Federal Enterprise Account Executive – Puppet

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

📋 Description

• Oversee existing accounts while seeking to cultivate opportunities within federal accounts.

• Meet quarterly and yearly sales targets.

• Build and maintain a robust pipeline that is three times the quota.

• Generate weekly forecasts and reports for the sales leadership team.

• Ensure accurate Salesforce data management.

• Employ MEDDPICC and Command of the Message methodologies.

• Assist in the deployment and adoption of Puppet Enterprise and associated products.

• Collaborate with pre-sales engineering and support teams.

• Formulate account-based selling strategies and closing plans.

• Identify and pursue new customer opportunities alongside channel partners and systems integrators.

• Enhance relationships with current clients and prospective accounts.

• Utilize renewal revenue to secure larger strategic deals.

• Generate revenue from new business, services, and renewals through value-based selling and relationship management.

• Identify business drivers and promote the Puppet value proposition.

• Travel as needed to foster account relationships and finalize substantial opportunities.

⛳️ Requirements

• 10+ years of experience as a federal enterprise account executive.

• Proven experience selling software to federal accounts.

• Strong technical knowledge and understanding.

• Capability to engage with upper management and executive stakeholders.

• Experience in developing and implementing territory plans.

• Familiarity with Target Account Selling or similar sales methodologies.

• Experience in generating demand for new products.

• Proficient in selling professional services.

• Background in engaging with platform, infrastructure, and application development teams at Director to C-level.

• Experience in direct selling and leveraging channel and alliance partners.

• Demonstrated history of achievements in sales.

• Knowledge of procurement vehicles, system integrators, and entities working with the federal government.

• Understanding of current compliance requirements, including vendor solutions and contractor implementation obligations.

• Experience selling infrastructure, automation, SaaS, and Kubernetes solutions to federal accounts.

• Familiarity with MEDDPICC and Command of the Message.

• Proficient in Salesforce with accurate CRM management.

• AI fluency relevant to the role, including the responsible use of AI tools and adherence to AI governance and security standards.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Retirement benefits.

• Life insurance.

• Wellness programs.

• Total time off.

• Additional employee perks.

• Sales Commission Plan.

• Support for AI tools and AI governance relevant to the role.

• Opportunities for new roles and professional development.

• Global collaboration.