Federal Civilian Account Executive
New
M
ManifestCybersecurity / Software
Remote, with a preference for candidates currently residing in the DMV area.Full-TimeSenior
SalaryBase salary of $140,000 – $175,000, with total on-target earnings of up to $280,000 including performance-based variable compensation.
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Job Details
- Experience
- 8+ years
- Required Skills
- CybersecurityCRM
Requirements
- 8+ years of experience selling enterprise software, specifically in the federal civilian sector.
- Proven track record of carrying and hitting a federal sales quota.
- Demonstrated experience selling technical security software.
- Deep working fluency in software supply chain risk, SBOM, AIBOM, and vulnerability management.
- Direct experience closing deals through GWACs, GSA schedules, and working with resellers/distributors.
- Experience building sole-source justifications and shaping requirements.
- Expertise in self-sourcing pipeline without BDR support.
- Ability to navigate complex federal buying committees and distinguish between influence and authority.
- Experience managing products through FedRAMP and ATO processes.
- Disciplined approach to CRM management and sales forecasting.
- Proficiency using AI tools to research accounts and draft responses.
- Strong bias for action in an early-stage, resource-constrained environment.
Responsibilities
- Carry and deliver an annual sales quota for the federal civilian market.
- Source majority of pipeline through direct outbound, agency events, and partner introductions.
- Build and maintain a written account plan for named civilian agencies and funded programs.
- Structure deals across procurement vehicles like GSA MAS, NASA SEWP, and CIO-SP.
- Navigate complex buying committees including program offices, CISO/CIO organizations, and contracting officers.
- Manage RFI and RFP responses end-to-end aligned with fiscal-year buying cycles.
- Communicate FedRAMP, ATO, and regulatory requirements like EO 14028 to stakeholders.
- Collaborate with sales engineering and marketing to scope pilots and drive deal strategy.
- Maintain high CRM rigor and provide accurate sales forecasting.
- Provide field feedback on product gaps and procurement friction to internal teams.
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