Federal Account Executive

A quantum-safe encryption software company is hiring two quota-carrying reps to close federal business. The focus is the Department of War first, with civilian agencies added as the pipeline grows. This is a closing role. You’ll take qualified opportunities through to signed award, working with a dedicated defense BD lead and solution architects.

Federal agencies face firm deadlines to move to post-quantum cryptography under CNSA 2.0, NSM-10, and recent NDAA provisions. This company sells the software that gets them there, and its DoW footprint is still early. You’ll be shaping the accounts, not inheriting a mature book.

What you’ll do

• Own named DoW and select civilian accounts from qualification through pricing, contracting, and close, using MEDDPICC or a similar framework
• Build relationships with program offices, PEOs, and contracting officers, plus the primes, systems integrators, and resellers that carry much of the federal cyber business
• Structure deals through SEWP, CIO-SP4, GWACs, and agency IDIQs within FAR/DFARS, and bring in teaming partners when that’s the realistic path to award
• Turn policy deadlines into account-specific reasons to buy now, not generic talking points
• Keep Salesforce current so your forecast holds up, and share what you’re hearing with product and marketing on a small team

What you need

• 10+ years of direct sales to the US federal government, with real depth in DoD/DoW accounts
• 5+ years selling cybersecurity, with consistent quota attainment on complex, multi-stakeholder deals
• Existing relationships on both the government and contractor side that get you a first meeting without starting cold
• Working fluency in MEDDPICC, BANT, or an equivalent framework; Salesforce strongly preferred
• Comfort working without a full playbook and adjusting based on what the market tells you
• Eligibility for a Secret clearance and authorization to work in the US without sponsorship

Nice to have

• Experience with post-quantum cryptography, PKI, key management, HSM, or zero trust
• Channel experience: co-sell motions, teaming agreements, and managing partner-sourced pipeline
• Enough familiarity with CMMC or NIST PQC standards to talk credibly with compliance-driven buyers