Federal & Govt Sales Account Executive – Cybersecurity

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Take ownership of the entire US Government sales process, encompassing account mapping, opportunity identification, contract award, and closure across designated federal civilian, DoD, IC, and/or SLED accounts.

• Create and implement a strategic federal territory plan that pinpoints priority agencies, outlines key stakeholders and buying centers, and establishes a sustainable, high-quality pipeline aligned with the federal budget cycle.

• Rigorously apply MEDDPICC across all active opportunities to guarantee accurate qualification, forecasting, and disciplined deal execution.

• Cultivate and sustain trusted relationships with senior government decision-makers, including those in the Intelligence Community, Law Enforcement Agencies, CISOs, Program Managers, Contracting Officers, and agency IT and security leadership.

• Navigate federal acquisition vehicles such as GSA Schedules, GWACs (e.g., NASA SEWP, NIH CIO-SP3), IDIQs, BPAs, HigherGov, and sole-source mechanisms to efficiently structure and close transactions.

• Collaborate with US channel partners, systems integrators (SIs), and value-added resellers (VARs) to formulate co-sell strategies and broaden reach within key agencies.

• Partner closely with internal teams including Sales Engineering, Marketing, Contracts, Legal, and Customer Success to ensure successful program delivery and contract compliance.

• Keep track of federal budget cycles, appropriations, and agency IT modernization and cybersecurity initiatives (e.g., Zero Trust mandates, CMMC, CDM program) to identify and respond to emerging opportunities.

• Ensure precise pipeline data, account intelligence, and activity records are maintained within Hubspot CRM.

• Act as a representative for the company at federal industry events, trade shows, and government conferences.

• Consistently achieve or surpass quarterly and annual revenue targets within the federal/SLED sectors.

⛳️ Requirements

• Over 10 years of federal or government sales experience, including at least 5 years of selling cybersecurity solutions to U.S. federal agencies.

• Proven history of consistently meeting or exceeding quotas in a direct federal sales role.

• Established ability to finalize complex, multi-stakeholder federal contracts with average contract values of $250K or more.

• Familiarity with public sector procurement processes, including experience in contributing to or leading RFP/RFI responses.

• Extensive knowledge of the federal cybersecurity landscape, including relevant mandates, frameworks, and initiatives such as Zero Trust Architecture (EO 14028), FISMA, CMMC, FedRAMP, NIST 800-53, and the CDM program.

• Practical experience navigating federal acquisition vehicles such as GSA MAS Schedule, NASA SEWP, NIH CIO-SP3, and agency-specific IDIQs.

• Established network of relationships within federal civilian agencies, DoD, or the Intelligence Community.

• Experience collaborating with federal systems integrators and channel partners.

• Active security clearance (Secret or above) is preferred, but not mandatory.

• Comprehensive understanding of federal budgeting, appropriations, and the Planning, Programming, Budgeting, and Execution (PPBE) process.

• Strong executive presence with the capability to engage and influence senior government officials, SES-level leaders, and military flag officers.

• Exceptional written and verbal communication skills, capable of articulating complex cybersecurity concepts into clear mission value for both technical and non-technical government audiences.

• Proficient in MEDDPICC methodologies.

• Highly strategic thinker with the ability to create multi-year account plans that align with agency budget cycles and modernization roadmaps.

• Excellent negotiation skills with experience navigating government contracting and procurement legal requirements.

• Self-directed and mission-oriented, managing your federal territory with the same discipline and accountability as the clients you serve.

• Proficient in federal-focused sales intelligence tools such as GovWin, USASpending, FPDS, and Highergov.

🏝️ Benefits

• Competitive base salary commensurate with experience.

• Uncapped commission structure with accelerators for exceeding targets.

• Equity participation.

• Comprehensive benefits package including medical, dental, vision, and 401(k).

• Flexible work-from-home options and full coverage for business travel.

• Recognition for top performers.