Senior Account Executive – Federal, AI Security

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Take ownership and expand strategic Department of Defense and wider Public Sector community accounts, acting as the main point of contact among executive and operational stakeholders.

• Manage the complete enterprise sales process from discovery to closing, which includes technical validation, proposal formulation, and negotiation.

• Serve as a specialist in F5 AI products, effectively positioning AI security solutions within the broader strategies of F5 accounts.

• Collaborate with senior leaders in CISO, CIO, CTO, AI/ML, and Risk/Compliance roles to ensure solutions meet mission and security goals.

• Create and implement account strategies that align with Federal procurement cycles, mission priorities, and long-term growth objectives.

• Establish and nurture relationships with Systems Integrators, Service Providers, and Federal channel partners.

• Identify, qualify, and promote new business opportunities while enhancing existing relationships and minimizing competitive risks.

• Lead executive presentations, product demonstrations, and proof-of-value initiatives.

• Maintain precise pipeline management and forecasting by utilizing CRM tools (e.g., Salesforce).

• Provide insights from the market and customer feedback to shape product direction and market-entry strategies.

• Coordinate with internal resources (Sales Engineering, Product, Marketing, Leadership) to deliver integrated, impactful solutions.

⛳️ Requirements

• A minimum of 8 years of experience in sales within the Department of Defense and broader Public Sector, demonstrating a strong history of achieving sales quotas.

• Experience selling to Department of Defense and/or Federal/Public Sector agencies, with a solid understanding of procurement and contracting processes.

• An active Top Secret (TS) clearance is a prerequisite.

• Documented success in complex, consultative sales processes involving multiple stakeholders and extended sales timelines.

• A background in cybersecurity, infrastructure, or AI-related solutions is strongly preferred.

• Capability to translate technical features into mission-critical, security, and risk-related outcomes.

• Experience interacting with executive-level decision-makers in large, matrixed organizations.

• Strong experience in partner engagement across SIs, VARs, and the Federal landscape.

• Familiarity with value-based selling methodologies (such as MEDDIC, Command of the Message) is preferred.

• Exceptional communication, negotiation, and influencing abilities.

🏝️ Benefits

• Incentive compensation.

• Bonus opportunities.

• Restricted stock units.