Federal & Govt Sales Account Executive – Cybersecurity

📋 Description

• Take ownership of the complete sales cycle for the US Government, from account mapping and opportunity identification to contract award and closure, across designated federal civilian, DoD, IC, and/or SLED accounts.

• Create and implement a strategic federal territory plan that highlights priority agencies, identifies key stakeholders and buying centers, and develops a robust, high-quality pipeline in line with the federal budget cycle.

• Rigorously apply MEDDPICC across all active opportunities to ensure precise qualification, forecasting, and disciplined execution of deals.

• Develop and sustain trusted relationships with senior government decision-makers, including those in the Intelligence Community, Law Enforcement Agencies, CISOs, Program Managers, Contracting Officers, as well as 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 guarantee successful program delivery and adherence to contract compliance.

• Track federal budget cycles, appropriations, and agency IT modernization and cybersecurity initiatives (e.g., Zero Trust mandates, CMMC, CDM program) to pinpoint and act on emerging opportunities.

• Maintain precise pipeline data, account intelligence, and activity logs within Hubspot CRM.

• Represent the organization 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, with at least 5 years dedicated to selling cybersecurity solutions to U.S. federal agencies.

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

• 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 like 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 across federal civilian agencies, DoD, or the Intelligence Community.

• Experience collaborating with federal systems integrators and channel partners.

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

• Thorough 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, able to articulate complex cybersecurity concepts into clear mission value for both technical and non-technical government audiences.

• Proficient in MEDDPICC.

• Highly strategic thinker capable of developing multi-year account plans that align with agency budget cycles and modernization roadmaps.

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

• Self-motivated and mission-oriented, you manage your federal territory with the same discipline and accountability as the customers you serve.

• Proficient in federal-focused sales intelligence tools (e.g., GovWin, USASpending, FPDS, Highergov).

🏝️ Benefits

• Competitive base salary aligned with experience.

• Uncapped commission structure with accelerators for exceeding targets.

• Equity participation.

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

• Option to work from home and full coverage for business travel.

• Recognition for top performers.