Enterprise Account Executive - Federal

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.

Responsibilities

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

Requirements

5+ years as an enterprise software sales executive, including direct experience selling into U.S. Federal agencies; Active TS/SCI clearance with a CI or full-scope polygraph; 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

Nice to have

Bachelor’s degree from an accredited university preferred or equivalent work experience; An established book of business within Intelligence Community and/or FSI community; Experience selling cybersecurity solutions to Intelligence agencies

Benefits

Competitive salaries; Meaningful bonus program; Excellent benefits, including healthcare insurance; Pension/retirement matching; Comprehensive life insurance; Employee assistance program; Time off plans; Paid company holidays; Meaningful work; A culture of innovation; Great career progression; Career advancement opportunities