Federal & Govt Sales Account Executive – Cybersecurity

Job not on LinkedIn

🕒 May 11

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

💵 $150k / year

⏰ Full Time

🟠 Senior

🔴 Lead

👮‍♂️ Cybersecurity / Security Engineer

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Searchlight Inc

WebsiteLinkedInAll Job Openings

1 - 10 employees

Building great companies.

📋 Description

• Own and drive the full US Government sales cycle, from account mapping and opportunity identification through contract award and close, across assigned federal civilian, DoD, IC, and/or SLED accounts. • Develop and execute a strategic federal territory plan that identifies high-priority agencies, maps key stakeholders and buying centers, and builds a sustainable, high-quality pipeline aligned to the federal budget cycle. • Apply MEDDPICC rigorously across all active opportunities to ensure accurate qualification, forecasting, and disciplined deal execution. • Build and maintain trusted relationships with senior government decision-makers including Intelligence Community, Law Enforcement Agencies, CISOs, Program Managers, Contracting Officers, agency IT and security leadership. • Navigate federal acquisition vehicles including GSA Schedules, GWACs (e.g., NASA SEWP, NIH CIO-SP3), IDIQs, BPAs, HigherGov and sole-source mechanisms to structure and close transactions efficiently. • Collaborate with US channel partners, systems integrators (SIs), and value-added resellers (VARs) to develop co-sell strategies and expand reach across key agencies. • Work closely with internal Sales Engineering, Marketing, Contracts, Legal, and Customer Success teams to ensure successful program delivery and contract compliance. • Monitor federal budget cycles, appropriations, and agency IT modernization and cybersecurity initiatives (e.g., Zero Trust mandates, CMMC, CDM program) to identify and act on emerging opportunities. • Maintain accurate pipeline data, account intelligence, and activity records within Hubspot CRM. • Represent the company at federal industry events, trade shows, and government conferences. • Consistently meet or exceed quarterly and annual revenue targets within the federal/SLED sectors.

🎯 Requirements

• 10+ years of federal or government sales experience, with a minimum of 5 years selling cybersecurity solutions to U.S. federal agencies. • Demonstrated track record of consistently meeting or exceeding quota in a direct federal sales role. • Proven ability to close complex, multi-stakeholder federal contracts with average contract values of $250K or more. • Familiarity with public sector procurement processes, including experience contributing to or leading RFP/RFI responses. • Deep knowledge of the federal cybersecurity landscape including relevant mandates, frameworks, and initiatives such as Zero Trust Architecture (EO 14028), FISMA, CMMC, FedRAMP, NIST 800-53, and the CDM program. • Hands-on experience navigating federal acquisition vehicles including GSA MAS Schedule, NASA SEWP, NIH CIO-SP3, and agency-specific IDIQs. • Established network of relationships across federal civilian agencies, DoD, or the Intelligence Community. • Experience working with federal systems integrators and channel partners. • Active security clearance (Secret or above) preferred, but not required. • Deep understanding of federal budgeting, appropriations, and the Planning, Programming, Budgeting, and Execution (PPBE) process. • Strong executive presence with the ability to engage and influence senior government officials, SES-level leaders, and military flag officers. • Outstanding written and verbal communication skills, able to translate complex cybersecurity concepts into clear mission value for both technical and non-technical government audiences. • Command of MEDDPICC. • Highly strategic thinker with the ability to develop multi-year account plans that align to agency budget cycles and modernization roadmaps. • Strong negotiation skills with experience navigating government contracting, and procurement legal requirements. • Self-directed and mission-oriented, you manage your federal territory with the same discipline and accountability as the customers you serve. • Proficient in federal-focused sales intelligence tools (e.g., GovWin, USASpending, FPDS, Highergov).

🏖️ Benefits

• Competitive base salary commensurate with experience. • Uncapped commission structure with accelerators for overachievement. • Equity participation. • Full benefits package including medical, dental, vision, and 401(k). • Work from home and full coverage of business travel. • Recognition for top performers.