Federal Civilian Account Executive

Accountabilities:

• • Carry and deliver an annual sales quota while sourcing the majority of your own pipeline through outbound prospecting, agency events, partner introductions, and existing relationships.
  • Build and maintain a comprehensive federal civilian territory and account plan, identifying target agencies, component-level entry points, existing technology, and funded programs related to software supply chain security.
  • Own the complete path from opportunity development to contract award, including work across GSA MAS, NASA SEWP, CIO-SP, resellers, distributors, and other applicable federal procurement channels.
  • Lead RFI and RFP responses end-to-end, develop appropriate sole-source justifications when applicable, and plan sales cycles around federal fiscal-year and procurement timelines.
  • Map and engage the full buying committee, including program offices, CISO and CIO organizations, technical stakeholders, and contracting officers, while distinguishing technical influence from purchasing authority.
  • Navigate FedRAMP considerations, ATO timelines, agency-specific security reviews, and other authorization requirements that may affect deal progression.
  • Translate regulatory and policy drivers, including EO 14028, OMB software security guidance, and CISA SBOM guidance, into compelling business cases for federal customers.
  • Partner with sales engineering on pilots and evaluations, marketing on agency-specific campaigns and events, and federal sales leadership on deal strategy and pricing.
  • Provide actionable market feedback to product and sales leadership regarding unmet requirements, competitive gaps, procurement friction, and stalled opportunities.
  • Maintain rigorous CRM hygiene and forecasting discipline, documenting realistic next steps, close dates, deal stages, and reasons for potential changes in forecast.

  Requirements

  • 8+ years of enterprise software sales experience, including meaningful experience selling into the federal civilian sector and carrying and achieving a federal sales quota.
  • Proven experience selling technical cybersecurity software, with the ability to describe complex opportunities developed from initial engagement through award.
  • Strong knowledge of software supply chain risk, SBOM, vulnerability management, cybersecurity compliance, and related security requirements.
  • Direct experience with federal procurement and contract vehicles, including GWACs and schedules, as well as reseller and distributor relationships and sole-source justifications.
  • Demonstrated success building self-sourced pipeline without BDR support, ideally within an early-stage technology company.
  • Ability to navigate complex federal buying committees involving program offices, CISO and CIO organizations, technical teams, and contracting personnel.
  • Experience managing FedRAMP-related questions, ATO processes, authorization gates, and realistic customer timelines.
  • Strong pipeline management, CRM discipline, forecasting accuracy, and ownership of sales outcomes.
  • Ability to use AI tools to research accounts, prepare for customer engagements, and accelerate sales-related workflows while applying sound judgment to customer-facing outputs.
  • High degree of initiative, accountability, and adaptability, with the ability to operate effectively in an intense, resource-constrained environment.
  • Existing relationships within federal civilian agencies where software supply chain security is a funded priority are a plus.
  • Experience as an early federal seller at a startup, familiarity with SBOM/AIBOM and relevant regulatory drivers, prior work with federal distribution partners such as Carahsoft, or capture-style experience shaping requirements before solicitation are also valued.

  Benefits

  • Base salary of $140,000–$175,000.
  • Total on-target earnings of up to $280,000, including performance-based variable compensation.
  • Fully remote work arrangement.
  • Preference for candidates currently residing in the Washington, DC metro area.
  • Travel to clients as needed.
  • Unlimited PTO.
  • Medical, dental, and vision insurance, 100% covered for employees and dependents.
  • 401(k) and retirement options.