Federal Sales Account Executive – FSIs

🕒 May 12

⚔️ Virginia – Remote

⚔️ Virginia – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

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OPSWAT

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2002

🔒 Cybersecurity

🏢 Enterprise

☁️ SaaS

💰 $125M Private Equity Round on 2021-03

Cybersecurity • Enterprise • SaaS

OPSWAT is a cybersecurity company specializing in comprehensive IT and OT defense solutions. With over 20 years of innovation, OPSWAT provides advanced threat prevention through its MetaDefender Platform, which integrates a multitude of security technologies aimed at protecting critical infrastructures globally. The platform includes solutions for file security, email security, malware analysis, and more, targeting both public and private sector organizations. OPSWAT emphasizes its commitment to securing both traditional IT environments and operational technology (OT) networks, ensuring robust defense mechanisms against a wide array of cybersecurity threats. Trusted by over 1,700 customers worldwide, OPSWAT is a leader in the cybersecurity industry, known for its partnerships and certifications, as well as its comprehensive support and training services.

📋 Description

• Own and drive a Federal sales territory with a strong focus on building, enabling, and growing strategic relationships with Federal System Integrators • Execute both sell-to and sell-through strategies with FSIs, aligning OPSWAT solutions to their programs, pursuits, and contract vehicles • Meet or exceed annual sales quota by developing new business and expanding existing accounts • Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close • Partner with FSIs and channel partners to shape opportunities, gain contract access, and drive joint wins into Federal agencies • Collaborate with capture managers and proposal teams to align sales strategy with capture efforts and FSI-led pursuits • Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners • Provide accurate pipeline forecasts and contribute to Federal growth strategy

🎯 Requirements

• 10+ years of Federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection • Demonstrated success selling both to and through Federal System Integrators (FSIs) • Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles • Proven track record of meeting or exceeding sales quotas within Federal markets • Strong relationships with FSIs and within DoD, IC, and/or civilian agencies • Experience supporting or influencing capture efforts and FSI-led pursuits • Excellent communication, presentation, and relationship-building skills • Mission-driven mindset with a passion for protecting national security.

🏖️ Benefits

• Competitive compensation • Uncapped career growth opportunities