ABOUT THE POSITION
We are seeking a results-driven, deeply connected Federal & Government Sales Account Executive to lead our growth strategy across U.S. federal civilian agencies, Department of Defense (DoD), Intelligence Community (IC), and state & local government accounts. This is a strategic hunter role designed for a seasoned government sales professional who understands the nuances of federal procurement, has established relationships across key agencies, and is passionate about delivering mission-critical cybersecurity capabilities to those who protect our nation.
You will be responsible for developing and executing a comprehensive federal territory strategy, building a robust pipeline of qualified opportunities, and navigating complex government acquisition processes to drive revenue growth. You will operate with a disciplined MEDDPICC methodology and bring both the strategic relationships and the tactical execution expertise required to succeed in the unique and highly competitive federal cybersecurity marketplace.
WHAT WILL I DO?
- Own and drive the full US Government sales cycle, from account mapping and opportunity identification through contract award and close, across assigned federal civilian, DoD, IC, and/or SLED accounts.
- Develop and execute a strategic federal territory plan that identifies high-priority agencies, maps key stakeholders and buying centers, and builds a sustainable, high-quality pipeline aligned to the federal budget cycle.
- Apply MEDDPICC rigorously across all active opportunities to ensure accurate qualification, forecasting, and disciplined deal execution.
- Build and maintain trusted relationships with senior government decision-makers including Intelligence Community, Law Enforcement Agencies, CISOs, Program Managers, Contracting Officers, agency IT and security leadership.
- Navigate federal acquisition vehicles including GSA Schedules, GWACs (e.g., NASA SEWP, NIH CIO-SP3), IDIQs, BPAs, HigherGov and sole-source mechanisms to structure and close transactions efficiently.
- Collaborate with US channel partners, systems integrators (SIs), and value-added resellers (VARs) to develop co-sell strategies and expand reach across key agencies.
- Work closely with internal Sales Engineering, Marketing, Contracts, Legal, and Customer Success teams to ensure successful program delivery and contract compliance.
- Monitor federal budget cycles, appropriations, and agency IT modernization and cybersecurity initiatives (e.g., Zero Trust mandates, CMMC, CDM program) to identify and act on emerging opportunities.
- Maintain accurate pipeline data, account intelligence, and activity records within Hubspot CRM.
- Represent the company at federal industry events, trade shows, and government conferences
- Consistently meet or exceed quarterly and annual revenue targets within the federal/SLEDsectors.
WHAT ARE WE LOOKING FOR?
- 10+ years of federal or government sales experience, with a minimum of 5 years selling cybersecurity solutions to U.S. federal agencies.
- Demonstrated track record of consistently meeting or exceeding quota in a direct federal sales role.
- Proven ability to close complex, multi-stakeholder federal contracts with average contract values of $250K or more.
- Familiarity with public sector procurement processes, including experience contributing to or leading RFP/RFI responses.
- Deep knowledge of the federal cybersecurity landscape including relevant mandates, frameworks, and initiatives such as Zero Trust Architecture (EO 14028), FISMA, CMMC, FedRAMP, NIST 800-53, and the CDM program.
- Hands-on experience navigating federal acquisition vehicles including 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 working with federal systems integrators and channel partners
- Active security clearance (Secret or above) preferred, but not required.
- Deep understanding of federal budgeting, appropriations, and the Planning, Programming, Budgeting, and Execution (PPBE) process.
- Strong executive presence with the ability to engage and influence senior government officials, SES-level leaders, and military flag officers.
- Outstanding written and verbal communication skills, able to translate complex cybersecurity concepts into clear mission value for both technical and non-technical government audiences.
- Command of MEDDPICC
- Highly strategic thinker with the ability to develop multi-year account plans that align to agency budget cycles and modernization roadmaps.
- Strong negotiation skills with experience navigating government contracting, and procurement legal requirements.
- Self-directed 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).
WHAT SETS THE BEST CANDIDATES APART?
- You have a proven ability to get on contract quickly, you know which vehicles to use, which SIs to partner with, and how to structure a deal that a Contracting Officer can actually award.
- You understand that federal sales and invest in relationships before opportunities are visible.
- You can speak the language of mission risk, compliance mandates, and security posture with equal fluency to a CISO, a Program Manager, and a budget officer.
- You have successfully competed against and displaced incumbent vendors within a federal agency.
- You bring an existing network of agency relationships that can be activated immediately upon joining.
- You have experience influencing RFP requirements and shaping acquisition strategy before a solicitation is released.
- You are known within the federal community as someone who delivers on their commitments and operates with integrity.
CLEARANCE & COMPLIANCE REQUIREMENTS
- U.S. citizenship is required.
- Active Secret clearance is preferred, but not required
WHAT'S IN IT FOR ME?
Your benefits package will include:
- Competitive base salary commensurate with experience.
- Uncapped commission structure with accelerators for overachievement.
- Equity participation.
- Full benefits package including medical, dental, vision, and 401(k).
- Work from home and full coverage of business travel
- Recognition for top performers.
INTERVIEW PROCESS
- Screening Call with our Talent Manager
- Interview with Hiring Manager
- Followed by a series of interviews with other team members
- Offer and onboarding
If you are a proven federal cybersecurity sales professional with the relationships, the discipline, and the drive to deliver mission-critical solutions to the agencies that protect our nation - we want to hear from you.
