Enterprise Account Executive - Federal

Position Summary

This remote position requires a motivated self-starter who will be responsible for all net new sales into the Intelligence Community agency accounts. Because the work happens where the mission happens, this role requires an active TS/SCI clearance with a CI or full-scope polygraph.

Based in a specific geographic area, the candidate may be required to travel approximately 30-40% throughout the assigned territory to visit customers, attend trade shows or field events, and for internal meetings such as sales kick-offs or quarterly business reviews.

With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level.

What You'll Do:

• Create and personalize a territory plan for the assigned territory and agencies, built around the federal fiscal year and appropriations cycles.
• Prospect to and create contacts across assigned agencies, their components, and program offices and effectively communicate back to Delinea leadership what is needed to continue to support this community.
• Proactively pursue existing leads who have expressed interest in our technology.
• Collaborate with and engage the right Delinea technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals.
• Consistently meet/exceed sales targets.
• Maintain an accurate forecast of sales pipeline, commit and best case.
• Cultivate and manage relationships with federal resellers, distributors, and systems integrators, and transact through GSA MAS, SEWP, and agency-specific contract vehicles.
• Leverage Delinea’s executives, and their networks, to gain access to prospective clients.
• Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.

What You'll Bring:

• 5+ years as an enterprise software sales executive, including direct experience selling into U.S. Federal agencies.
• This role requires an active TS/SCI clearance with a CI or full-scope polygraph.
• Bachelor’s degree from an accredited university preferred or equivalent work experience.
• Working knowledge of federal procurement processes for these agencies that include but are not limited to contract vehicles, FedRAMP authorization levels, ATO timelines, and the federal zero-trust mandate under OMB M-22-09.
• Experience cultivating and controlling complex sales cycles with multiple stakeholders within the agencies.
• Track record of success in identifying, cultivating and closing six figure+ transactions.
• Ability to conduct both executive level presentations and high-level technical presentations.
• Excellent written and oral communication and presentation skills.
• Demonstrated ability to build and land a differentiated value proposition.

Bonus if you have:

• An established book of business within Intelligence Community and/or FSI community
• Experience selling cybersecurity solutions to Intelligence agencies