Federal Account Executive, Named Accounts
Owns end-to-end federal sales for Department of War named accounts, from territory planning and pipeline creation through procurement and expansion. Requires 5+ years of quota-carrying federal sales experience, strong DoD acquisition knowledge, enterprise security software expertise, and approximately 20% travel.
About the job
Responsibilities
- Own and execute a territory plan for Department of War named accounts, including mission owners, programs, funding lines, contract vehicles, and partners.
- Generate pipeline through cold outreach, mission events, partner-led motions, research-driven outreach, and inbound leads.
- Qualify mission requirements, funding sources, fiscal timing, decision authority, and procurement paths.
- Run a rigorous sales process with multi-threading, mutual action plans, Salesforce hygiene, and accurate forecasting.
- Translate Internet intelligence into mission outcomes for cyber operators, program offices, and contracting officers.
- Navigate federal procurement, including GSA and government-wide acquisition vehicles, reseller and systems-integrator channels, sole-source justifications, OTAs, and year-end funding cycles.
- Coordinate Sales Engineering, SDR, Channel, Marketing, and research resources on deals.
- Expand initial wins into enterprise-wide programs through relationship management and executive alignment.
- Provide competitive, mission, and requirements intelligence to Product, Marketing, and leadership.
Requirements
- 5+ years of quota-carrying federal sales experience, including managing and growing Department of War or DoD accounts.
- Deep knowledge of Department of War mission organizations, acquisition programs, contracting mechanisms, special programs, and federal procurement obstacles.
- Demonstrated quota attainment in complex, competitive markets.
- Formal sales methodology training and experience applying structured qualification, multi-threading, mutual action plans, and negotiation.
- Enterprise security software sales experience; cybersecurity, threat intelligence, or attack surface management experience strongly preferred.
- Ability to build direct customer and channel or systems-integrator relationships in parallel.
- Excellent verbal, written, and presentation skills, including credibility in technical conversations and program reviews.
- Strong command of Salesforce and sales intelligence and engagement tools.
- Willingness to travel approximately 20% for customer visits, partner engagements, and territory marketing events.
Compensation
- Target on-target earnings of $300,000–$360,000 USD, plus equity.
Skills
Federal Sales, Department Of Defense, Cybersecurity, Threat Intelligence, Attack Surface Management, Federal Procurement, Gsa, Salesforce, Sales Methodology, Territory Planning, Pipeline Generation, Channel Sales, Systems Integrators, Government Contracting, Sales Forecasting
Similar jobs
Account Executive jobs
Spade
New York, NY
Own the full sales cycle for Spade’s banking and credit union customers, from prospecting through close, while developing strategic accounts and positioning technical data products. Requires 4+ years of experience, quota-carrying sales expertise, and familiarity selling into financial institutions.
Clickhouse
United States
Drives enterprise net-new business for ClickHouse Cloud among large media customers, managing pipeline, strategic resources, negotiations, and forecasts. Requires enterprise technology sales experience, cloud and infrastructure expertise, and at least five years with open-source software business models preferred.
Clickhouse
United States
Drives net-new logo acquisition and strategic cloud sales, managing pipeline, forecasting, and executive-level customer relationships. Requires at least five years of experience, technical infrastructure and cloud expertise, and recent exposure to GenAI or AI-native companies.
Hightouch
Los Angeles, CAThe Enterprise Account Executive will build and expand high-value enterprise accounts through prospecting, discovery, tailored solutions, and cross-functional collaboration. The role requires significant enterprise sales experience, strong communication, and a consistent record of meeting targets.
BigPanda
United States
Enterprise sales representative responsible for prospecting, demonstrating BigPanda’s SaaS platform, managing complex sales cycles, and building executive-level relationships. The role requires proven SaaS quota performance, strong communication, forecasting, and full-cycle sales experience.