Federal Account Executive, Named Accounts (DOW)
New
C
CensysCybersecurity
For this role, the ideal candidate is located in the Maryland – Virginia – Washington, D.C. metropolitan areaFull-TimeSenior
Salary$300,000 and $360,000 USD, plus equity
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Job Details
- Experience
- 5+ years
- Required Skills
- CybersecuritySalesforce
Requirements
- 5+ years of quota-carrying federal sales experience, with a demonstrated record of growing and managing Department of War / DoD accounts.
- Deep working knowledge of DoW mission organizations, acquisition programs, contracting mechanisms, and federal procurement obstacles.
- Proven track record as a self-starter with a hunter's mentality and consistent quota attainment.
- Formal sales methodology training and discipline in structured qualification, multi-threading, mutual action plans, and negotiation.
- Enterprise security software sales experience; cybersecurity, threat intelligence, or attack surface management experience strongly preferred.
- Proven ability to build direct customer relationships and channel/integrator relationships in parallel.
- Excellent verbal, written, and presentation skills, capable of credible communication in both technical and program settings.
- Strong command of Salesforce plus sales intelligence and engagement tooling.
- Willingness to travel for customer visits, partner engagements, and territory marketing events (approximately 20%).
Responsibilities
- Own and execute a territory plan for your Department of War named accounts—mapping mission owners, programs, funding lines, contract vehicles, and partners.
- Generate your own pipeline through cold outreach, mission events, partner-led motions, research-driven outreach, and warm inbound.
- Qualify with discipline: establish the mission requirement, funding source and fiscal timing, decision authority, and procurement path early.
- Run a rigorous, repeatable sales process—multi-threading across operators, program offices, and contracting shops, driving mutual action plans.
- Navigate federal procurement fluently, including GSA and government-wide acquisition vehicles, reseller/integrator paper, sole-source justifications, OTAs, and year-end funding cycles.
- Direct the extended team on your deals—Sales Engineering, SDR, Channel, Marketing, and Censys ARC research resources.
- Expand what you win, converting initial footholds into enterprise-wide programs through disciplined relationship management and executive alignment.
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