Public Sector Account Executive - Civilian

Responsibilities

• Own the full sales cycle from prospecting through close.
• Build and manage pipeline across a defined set of federal accounts.
• Lead discovery, qualification, and deal strategy using MEDDPICC or similar frameworks.
• Communicate product value to technical stakeholders, security leaders, and executive buyers.
• Partner with Sales Engineering, the Public Sector Partner Team, and Customer Engineering on evaluations and technical validation.
• Manage complex federal sales cycles, including procurement, security reviews, and negotiations.
• Maintain accurate pipeline visibility and forecasting.
• Meet or exceed revenue and pipeline targets.

Requirements

• 8–10+ years of experience selling complex technical products to federal organizations.
• 5+ years of closing experience in SaaS, security, or DevOps.
• 5+ years covering Federal Healthcare, HHS, VA, and DHA.
• Proven ability to build pipeline and consistently close revenue.
• Experience with disciplined sales processes such as MEDDPICC.
• Ability to identify customer pain and sell based on measurable business value.
• Experience navigating multi-stakeholder buying cycles from technical teams to executives.
• Strong deal-management and forecasting discipline.
• Excellent communication, relationship-building, and negotiation skills.
• Ability to work effectively in a fast-growing environment with evolving processes.

Nice to Have

• Experience with Kubernetes, Docker, AWS, Azure, Google Cloud, DevOps tooling, CI/CD platforms, GitHub, GitLab, Jenkins, and the software development lifecycle.
• Startup experience.
• Strong sales aptitude and understanding of the sales process.
• Tech-savvy business acumen and ability to articulate compelling value propositions in complex environments.
• Ability to thrive in an agile environment with evolving solutions.

Compensation

• $350,000 OTE, with a 50/50 base-variable split.
• Stock options upon hire and promotion.
• Company-covered health, vision, and dental insurance for employees and dependents.
• Flexible time off.
• Paid parental leave.