Senior Federal Account Executive – Fed/Civ & DIB

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

📋 Description

• Drive revenue growth across the Defense Industrial Base (DIB) and selected Federal Civilian (FedCiv) agencies.

• Act as a trusted cybersecurity consultant for Claroty’s CPS and XIoT protection platforms, including CTD and Claroty xDome.

• Utilize the MEDDIC framework to qualify, manage, and finalize complex sales cycles.

• Position CPS protection solutions for OT, SCADA, ICS, BMS, and XIoT networks.

• Implement joint capture strategies and co-selling initiatives with Federal Systems Integrators.

• Collaborate with Carahsoft and VAR partners to enhance deal flow and procurement efficiency.

• Develop executive relationships with CISOs, CIOs, and leaders in OT/Infrastructure.

• Align solutions with CMMC, NIST SP 800-171/172, DFARS, and Executive Order 14028.

• Guide Technical Sales Engineering on decision criteria and metrics-driven POCs in air-gapped or complex OT/IoT environments.

• Conduct customer site visits, facility assessments, and participate in industry events.

⛳️ Requirements

• 10–15+ years of direct enterprise Federal sales experience.

• Strong focus on selling Cyber-Physical Systems (CPS), OT/ICS security, or IoT cybersecurity solutions safeguarding critical infrastructure.

• Demonstrated expertise in the MEDDIC sales framework.

• Established relationships with GDIT, Booz Allen, and Deloitte.

• Extensive knowledge of Carahsoft and reseller channels including GuidePoint, Colossal, ThunderCat, BlueAlly, and Trace3.

• Willingness and ability to travel 55%–65% of the time.

• US Citizenship is required.

• Active Security Clearance is preferred but not mandatory.

🏝️ Benefits

• A Great Place to Work® certified organization.

• Equal-opportunity employer dedicated to creating a diverse and inclusive workplace.

• Special accommodations available upon request throughout all selection phases.

• Expected compensation of $330,000–$360,000 OTE (not base salary; excluded from salary field).