Bachelors degree or equivalent experience in business, engineering, sales, or marketing Typically requires minimum of 14+ years of enterprise software sales experience, including significant experience selling to U.S. federal agencies Demonstrated track record of exceeding quota as a senior individual contributor in the federal market, in both new business and account expansion Experience managing large, complex, multi-stakeholder enterprise accounts Experience selling both directly and through channel partners Working knowledge of federal procurement, including contract vehicles, fiscal-year budget cycles and how agencies buy through resellers and integrators Experience selling cloud and SaaS solutions into security-sensitive environments, including FedRAMP-governed environments Deep understanding of enterprise sales methodologies such as MEDDPICC or Command of the Message Strong forecasting discipline and pipeline management skills Proficiency with CRM platforms (e.g., Salesforce) for pipeline visibility and forecasting accuracy Ability to meet U.S. federal customer requirements for personnel, which may include U.S. citizenship. Experience selling DevOps, DevSecOps, Application Security, agile planning or related enterprise technology solutions to federal customers Existing relationships across federal civilian and defense agencies and the integrator and reseller community Experience partnering with channel or alliance partners to drive federal revenue Active U.S. security clearance, or the ability to obtain one Ability to travel to customer sites and events, including in the Washington, D.C. area.