Federal Account Executive - DoD/DoW Sector
New
United StatesFull-TimeSenior
Salary not disclosed
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Job Details
- Experience
- 7+ years of enterprise software or technology sales experience in the public sector; 3+ years of cybersecurity sales experience
- Required Skills
- Salesforce
Requirements
- 7+ years of enterprise software or technology sales experience in the public sector with consistent quota attainment
- 3+ years of cybersecurity sales experience, ideally in mobile security, endpoint security, or zero-trust solutions
- Strong understanding of Federal DoD/DoW environments, procurement processes, and contract vehicles (GSA, GWACs, OTAs, BPAs, etc.)
- Proven hunter mentality with experience generating pipeline through outbound prospecting, networking, and partner channels
- Experience applying structured sales methodologies such as MEDDPICC, MEDDIC, or Challenger
- Strong proficiency with CRM tools such as Salesforce and revenue intelligence tools like Clari or similar platforms
- Exceptional communication and executive presence, with ability to engage senior government and security leaders
- Ability to travel up to 50% to support customer meetings, events, and partner engagements
- Active or prior security clearance (Secret or higher) strongly preferred
Responsibilities
- Manage end-to-end sales cycles including prospecting, discovery, solution positioning, negotiation, and closing complex federal deals
- Develop and execute a structured territory strategy focused on net-new logo acquisition and strategic expansion opportunities
- Build and maintain a strong pipeline using disciplined qualification methodologies such as MEDDPICC
- Engage with federal stakeholders to understand mission requirements, security challenges, and procurement constraints
- Deliver value-based solution narratives that position the platform as a strategic enabler for government modernization and cybersecurity
- Collaborate with BDRs, solution engineers, channel partners, and marketing teams to accelerate pipeline generation and deal progression
- Lead executive-level presentations, product demonstrations, and account reviews with senior government stakeholders
- Maintain accurate forecasting, pipeline management, and sales reporting to ensure revenue predictability and execution excellence
- Represent the organization at federal events, conferences, and partner engagements to strengthen market presence
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