Federal Sales Account Executive (FSIs)

Responsibilities

• Own and drive a Federal sales territory with a strong focus on building, enabling, and growing strategic relationships with Federal System Integrators
• Execute both sell-to and sell-through strategies with FSIs, aligning OPSWAT solutions to their programs, pursuits, and contract vehicles
• Meet or exceed annual sales quota by developing new business and expanding existing accounts
• Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close
• Partner with FSIs and channel partners to shape opportunities, gain contract access, and drive joint wins into Federal agencies
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts and FSI-led pursuits
• Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners
• Provide accurate pipeline forecasts and contribute to Federal growth strategy

Requirements

• 10+ years of Federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection
• Demonstrated success selling both to and through Federal System Integrators (FSIs)
• Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles
• Proven track record of meeting or exceeding sales quotas within Federal markets
• Strong relationships with FSIs and within DoD, IC, and/or civilian agencies
• Experience supporting or influencing capture efforts and FSI-led pursuits
• Excellent communication, presentation, and relationship-building skills
• Mission-driven mindset with a passion for protecting national security