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.