DescriptionClaroty's Public Sector practice is rapidly expanding to secure the mission-critical systems that our society's safety and stability depend on. We are looking for mission-driven professionals who want to join a high-growth team dedicated to protecting critical infrastructure and ensuring essential services remain resilient and uninterrupted.
About the Role: The Senior Federal Account Executive drives top-line revenue growth across the Defense Industrial Base (DIB) and select Federal Civilian (FedCiv) agencies. Positioned as a trusted cybersecurity advisor, you will pitch Claroty's Cyber-Physical Systems (CPS) and Extended IoT (XIoT) protection platforms-including Continuous Threat Detection (CTD) and Claroty xDome-to secure mission-critical operational technology (OT), industrial control systems (ICS), and public sector infrastructure against modern threat vectors.
Location: Washington, D.C. Metropolitan Area / Northern Virginia preferred
As a Federal Account Executive, your impact will be:- MEDDIC Strategy & Execution: Rigorously apply the MEDDIC framework to qualify, manage, and close complex sales cycles protecting mission-critical operational and physical environments across DIB prime contractors, Tier-1 suppliers, and FedCiv agencies.
- Critical Infrastructure Defense: Position Claroty's Cyber-Physical Systems protection portfolio to safeguard OT, SCADA, ICS, BMS, and XIoT networks operating within industrial manufacturing, defense supply chains, and civilian infrastructure.
- Strategic FSI Co-Selling: Drive joint capture strategies and embed Claroty platforms into large-scale defense and civilian modernization programs alongside key Federal Systems Integrators, including GDIT, Booz Allen Hamilton, and Deloitte.
- Channel & Distributor Execution: Partner closely with Carahsoft (primary Federal distributor) and key VAR partners-GuidePoint Security, Colossal Contracting, ThunderCat Technology, BlueAlly, and Trace3-to accelerate deal flow and procurement velocity.
- Economic Buyer Engagement: Build and leverage trusted executive relationships (CISOs, CIOs, Leaders of OT/Infrastructure) across key accounts to secure high-value land-and-expand opportunities.
- Compliance Alignment: Align Claroty solutions with critical government and defense mandates, including CMMC, NIST SP 800-171/172, DFARS, and Executive Order 14028.
- Proof of Concept (POC) Leadership: Direct Technical Sales Engineering to define strict Decision Criteria and execute metrics-driven POCs in air-gapped or complex OT/IoT environments.
ResponsibilitiesWhat you need to succeed in this role:- 10-15+ years of direct enterprise Federal sales experience with a heavy bias towards selling Cyber-Physical Systems (CPS), OT/ICS security, or IoT cybersecurity solutions to protect critical infrastructure.
- Proven mastery of the MEDDIC sales framework to accurately forecast, map buyer journeys, and shorten complex procurement cycles.
- Established active relationships within GDIT, Booz Allen, and Deloitte, alongside deep familiarity with Carahsoft and key reseller routes (GuidePoint, Colossal, ThunderCat, BlueAlly, Trace3).
- Ability and willingness to travel 55%-65% for customer site visits, facility assessments, and key industry events.
- US Citizenship Required; Active Security Clearance is desired, but not required.
Expected compensation for the role is between $330-$360k OTE. This is a good faith estimate but does not include equity, bonus, or other forms of payment. Pay will be determined by experience level, but those outside the salary band are welcome to apply.
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