# Federal Account Executive, Named Accounts

**Company:** [Censys](https://hotfix.jobs/companies/censys)
**Location:** Remote
**Role:** Account Executive
**Salary:** $300k – $360k/yr
**Experience:** 5+ years
**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
**Posted:** 2026-09-02

> 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.

## Job Description

## 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.

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