Federal Account Executive – DoD/DoW Sector

🕒 Maio 19

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

🧑‍💼 Executivo de Contas

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Zimperium

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2010

🔒 Cibersegurança

🏢 Corporativo

☁️ SaaS

💰 $12.000.000 Venture Round em 2018-11

Cybersecurity • Enterprise • SaaS

Zimperium é uma empresa líder no setor de segurança móvel, especializada em segurança de endpoints e aplicações móveis. Eles fornecem soluções avançadas para proteger dispositivos móveis e aplicações, permitindo que as empresas protejam seus endpoints móveis e possibilitem acesso seguro a dados e sistemas sensíveis. As plataformas da Zimperium se integram com diversos ambientes, incluindo a nuvem, instalações locais e configurações isoladas, garantindo segurança contínua e persistente durante o desenvolvimento e a execução. A empresa é reconhecida por seu foco único em segurança móvel, oferecendo ferramentas que ajudam a prevenir perda de dados, fraudes e violações regulatórias em aplicativos móveis.

Descrição

• As a Federal Account Executive – DoD/DoW, you will serve as the primary territory owner and revenue driver for a defined portfolio of U.S. Federal DoD/DoW agencies. • Own and manage the full sales cycle—from prospecting and discovery through proof-of-value, negotiation, and close—for all assigned Federal DoD/DoW accounts. • Apply a hunter’s mentality to relentlessly identify and pursue net-new logo opportunities within the territory, using creative outreach, networking, and event-based engagement. • Develop and execute a data-driven territory plan with clear milestones, pipeline targets, and account prioritization aligned to Zimperium’s go-to-market strategy. • Achieve and exceed quarterly and annual sales quotas through a balanced mix of new business acquisition and strategic upsell/cross-sell within the existing customer base. • Accurately forecast pipeline activity and revenue projections using MEDDPICC qualification criteria to ensure predictable, high-quality sales execution. • Engage directly and proactively with customers and prospects to develop a thorough understanding of their mission requirements, security challenges, and organizational pain points. • Translate customer needs into compelling, value-added solution narratives that clearly articulate Zimperium’s unique differentiation and ROI.

🎯 Requisitos

• Bachelor’s degree or equivalent professional experience. • 7+ years of enterprise software/technology sales experience within the public sector, with a consistent and verifiable track record of quota achievement and over attainment. • 3+ years selling cybersecurity solutions, with a strong preference for experience in mobile security, endpoint security, or zero-trust architectures. • Demonstrable experience applying MEDDPICC (or equivalent methodology such as MEDDIC, Challenger, or Force Management) to qualify and advance complex, multi-stakeholder opportunities. • Proven ability to operate as a hunter—comfortable building pipeline from scratch through cold outreach, networking, partner co-selling, and event engagement. • Deep familiarity with Federal DoD/DoW procurement processes, contract vehicles (e.g., GSA MAS, SEWP, BPAs, OTAs,GWACs), and the Federal budget cycle. • Proficiency in Salesforce CRM for pipeline management, forecasting, and activity documentation. • Experience with Clari or comparable revenue intelligence platforms for deal inspection and commit forecasting. • Exceptional executive communication, active listening, and consultative selling skills with the ability to engage credibly at the C-suite and SES/Deputy Secretary level. • Ability to travel 50%+ of the time to engage customers, attend industry events, and support partner activities.

🏖️ Benefícios

• Uncapped Earning Potential: Competitive base salary with an aggressive, uncapped commission plan and accelerators designed to reward overperformance. • Cutting-Edge Technology: Sell a platform backed by world-class AI and mobile security research that genuinely outperforms the competition. • Inclusive Culture: A collaborative environment built on the principle that different perspectives drive better solutions and stronger outcomes.