Public Sector Account Executive - Civilian

Overview

Own the full sales cycle for federal civilian and healthcare accounts, from pipeline development through closing complex technical sales. Partner with cross-functional teams to help federal organizations adopt software security solutions.

What you'll do

• Own prospecting through deal close across the full sales cycle.
• Build and manage pipeline within assigned federal accounts.
• Lead discovery, qualification, and deal strategy using MEDDPICC or similar frameworks.
• Communicate value to technical stakeholders, security leaders, and executives.
• Partner with sales engineering, public sector partners, and customer engineering on evaluations.
• Manage procurement, security reviews, negotiations, forecasting, and pipeline visibility.
• Meet or exceed revenue and pipeline targets.

What you'll need

• 8–10+ years selling complex technical products to federal organizations.
• 5+ years of closing experience in SaaS, security, or DevOps.
• 5+ years covering Federal Healthcare, HHS, VA, and DHA.
• Track record of building pipeline and consistently closing revenue.
• Experience navigating multi-stakeholder technical and executive buying cycles.
• Strong deal management, communication, relationship-building, negotiation, and forecasting skills.
• Ability to sell measurable business value through disciplined sales processes.

Nice to have

• Experience with Kubernetes, Docker, AWS, Azure, Google Cloud, DevOps tooling, CI/CD platforms, or SDLC practices.
• Startup experience.
• Strong technical sales aptitude and business acumen.

Details

• Location: Virginia, United States.
• Work mode: Remote.
• Compensation: $350,000 OTE with a 50/50 structure.