10+ years of direct sales experience with the US federal government, particularly in DoD/DoW accounts
5+ years of cybersecurity sales experience with a track record of meeting quotas on complex deals
Established relationships with government and contractor stakeholders for warm introductions
Proficient in MEDDPICC, BANT, or similar sales frameworks; Salesforce experience preferred
Ability to adapt strategies based on market feedback and work without a detailed playbook
Must be eligible for a Secret clearance and authorized to work in the US without sponsorship
Responsibilities
Own and manage named DoW and select civilian accounts from qualification to close using MEDDPICC or similar frameworks
Develop relationships with program offices, PEOs, contracting officers, and key federal business partners
Structure deals through various federal contracting vehicles like SEWP and CIO-SP4, involving teaming partners as needed
Translate policy deadlines into compelling, account-specific buying reasons
Maintain up-to-date Salesforce records to ensure accurate forecasting and share insights with product and marketing teams
Benefits
Opportunity to shape accounts in a growing market with early-stage DoW footprint
Work alongside a dedicated defense BD lead and solution architects
Engage in a high-impact role focused on federal business
Be part of a small, agile team that values input and collaboration
Contribute to the advancement of post-quantum cryptography solutions for federal agencies
Full Job Description
A quantum-safe encryption software company is hiring two quota-carrying reps to close federal business. The focus is the Department of War first, with civilian agencies added as the pipeline grows. This is a closing role. You'll take qualified opportunities through to signed award, working with a dedicated defense BD lead and solution architects.
Federal agencies face firm deadlines to move to post-quantum cryptography under CNSA 2.0, NSM-10, and recent NDAA provisions. This company sells the software that gets them there, and its DoW footprint is still early. You'll be shaping the accounts, not inheriting a mature book.
What you'll do
Own named DoW and select civilian accounts from qualification through pricing, contracting, and close, using MEDDPICC or a similar framework
Build relationships with program offices, PEOs, and contracting officers, plus the primes, systems integrators, and resellers that carry much of the federal cyber business
Structure deals through SEWP, CIO-SP4, GWACs, and agency IDIQs within FAR/DFARS, and bring in teaming partners when that's the realistic path to award
Turn policy deadlines into account-specific reasons to buy now, not generic talking points
Keep Salesforce current so your forecast holds up, and share what you're hearing with product and marketing on a small team
What you need
10+ years of direct sales to the US federal government, with real depth in DoD/DoW accounts
5+ years selling cybersecurity, with consistent quota attainment on complex, multi-stakeholder deals
Existing relationships on both the government and contractor side that get you a first meeting without starting cold
Working fluency in MEDDPICC, BANT, or an equivalent framework; Salesforce strongly preferred
Comfort working without a full playbook and adjusting based on what the market tells you
Eligibility for a Secret clearance and authorization to work in the US without sponsorship
Nice to have
Experience with post-quantum cryptography, PKI, key management, HSM, or zero trust
Channel experience: co-sell motions, teaming agreements, and managing partner-sourced pipeline
Enough familiarity with CMMC or NIST PQC standards to talk credibly with compliance-driven buyers
