Public Sector Account Executive – Civilian

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

📋 Description

• Take ownership of the entire sales cycle, from prospecting to closing deals.

• Develop and oversee a sales pipeline within a specified set of federal accounts.

• Drive discovery, qualification, and deal strategy using methodologies such as MEDDPICC.

• Articulate Chainguard's value proposition to technical stakeholders, security leaders, and executive buyers.

• Collaborate with Sales Engineering, Public Sector Partner Team, and Customer Engineering on evaluations and technical validations.

• Navigate complex federal sales processes, including procurement, security assessments, and negotiations.

• Ensure accurate pipeline visibility and forecasting.

• Achieve or surpass revenue and pipeline objectives.

• Contribute to expanding Chainguard's footprint within major federal organizations and promote the adoption of its secure open-source software solutions.

⛳️ Requirements

• 8-10+ years of experience selling complex technical products to federal organizations.

• A minimum of 5 years of closing experience in the SaaS/Security/DevOps sectors is essential.

• Over 5 years of experience in Federal Healthcare, HHS, VA, and DHA is required.

• Proven track record in building a sales pipeline and consistently closing revenue.

• Proficient in executing disciplined sales processes (MEDDPICC or similar).

• Capability to identify customer pain points and sell based on quantifiable business value.

• Experience managing multi-stakeholder purchasing processes, from technical teams to executives.

• Strong deal management and forecasting discipline across intricate opportunities.

• Exceptional communication, relationship-building, and negotiation capabilities.

• Comfortable working in fast-paced environments with dynamic processes.

• Preferred: Domain expertise in compute platforms (Kubernetes, Docker, AWS, Azure, Google Cloud), DevOps tools, CI/CD platforms (GitHub, GitLab, Jenkins), and overall SDLC.

• Preferred: Experience in startup environments.

• Preferred: Strong sales aptitude and a solid understanding of the sales process.

• Preferred: Tech-savvy business insight and the ability to convey a compelling value proposition.

• Preferred: Ability to excel in an agile setting with evolving solutions.

🏝️ Benefits

• Flexible & Remote-First Culture: Work from home with opportunities for team meetups, bi-annual destination summits, and a monthly stipend for coworking spaces, as well as phone and internet expenses.

• Receive stock options upon hiring and promotion.

• Participate in secondary offerings and have 10 years to exercise your options.

• 100% coverage of health, vision, and dental insurance premiums for you and your dependents.

• ∞ Flexible Time Off.

• 18 weeks of paid parental leave for birthing parents and 12 weeks for non-birthing parents, which can be taken all at once or throughout the child's first year.