Enterprise Account Executive

Account Executive, Federal

Figma is growing our team of passionate creatives and builders on a mission to m...

Location

United States , San Francisco; New York

Salary:

165000.00 - 190000.00 USD / Year

Figma

Expiration Date

Until further notice

Requirements

Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers (5000+ FTEs), selling to executives
Consistent performance meeting pipeline generation targets for net new business
Demonstrated experience successfully managing complex sales cycles (6 months+)
A sales methodology and process that creates value for customers

Job Responsibility

Create and manage a pipeline of Enterprise accounts, focused on Federal Civilian/DoD agencies, to consistently meet or exceed quarterly and annual sales targets
Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (5000+ FTEs)
Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term
Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at an executive level to build on expansion opportunities
Manage a book of business by tiering accounts and initiating techniques to save contractions
Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities

What we offer

equity
health, dental & vision
retirement with company contribution
parental leave & reproductive or family planning support
mental health & wellness benefits
generous PTO
company recharge days
a learning & development stipend
a work from home stipend
cell phone reimbursement

Fulltime

We are seeking a hardworking, driven individual with superb energy, passion and ...

Location

United States , Sacramento; Seattle; Texas

Salary:

280000.00 - 320000.00 USD / Year

Verkada

Expiration Date

Until further notice

Requirements

5-10+ years of quota-carrying software/hardware technology or channel sales with focus on building a greenfield territory and landing new business
2+ years selling technical solutions or products to the Department of Veterans Affairs is a requirement
Proven track record of success in a sales-driven organization selling a highly complex technical solution
Must be willing and able to travel
Possess a hunter sales mentality with a strong desire to be successful, and have a proven track record of prospecting, closing new logos, and landing major accounts against incumbents
Customer-focused with extensive experience developing customer relationships within Federal accounts
Experience managing longer, complex sales cycles
Experience collaborating with an internal channel partner team to sell through and with channel partners is a plus
Relevant software or hardware industry experience in any of the following domains
security software or hardware, computer networking and “how the internet works”, subscription, SaaS, or Cloud software is a plus

Job Responsibility

Develop and Implement a comprehensive territory plan
Manage the entire sales process to ensure delivery against key performance metrics and quota, with a strong emphasis on net new business sales
Meet or exceed individual targets and contribute to the overall team and company success
Initiate and manage expansion discussions to drive customer retention
Devise a comprehensive customer acquisition strategy and partner with Verkada’s channel partner sales organization to establish channel partner initiatives
Drive business growth and enhance market presence through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events and market sector knowledge/intelligence
Gain an in-depth and detailed understanding of Verkada’s business and products to confidently sell to Federal accounts within your territory
Create effective presentations and proposals
create urgency to drive deal closure, negotiate pricing and contractual agreements
Provide account analysis, quarterly business reviews, and accurate revenue forecasts

What we offer

Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
Nationwide medical, vision and dental coverage
Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
Expanded mental health support
Paid parental leave policy & fertility benefits
Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
Professional development stipend
Fertility Stipend
Wellness/fitness benefits
Healthy lunches provided daily

Fulltime

Account Executive - Federal Healthcare

The Account Executive role is responsible for navigating complex accounts, top o...

Location

United States , McLean

Salary:

Not provided

Appian Corporation

Expiration Date

Until further notice

Requirements

Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems
Platform sales experience
Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value
A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals
Actively seeking to understand industry trends to help position against competitors
Bachelor's degree in related field/degree
5-10+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to Federal Civilian agencies
History of consistent quota achievement
Examples of landing new customer logos
Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory

Job Responsibility

Navigating complex accounts, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close

What we offer

Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training
Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires
Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education
Community: We’ll immerse you into our community rooted in respect starting on day one
Appian fosters inclusivity through our 8 employee-led affinity groups

Fulltime

Federal Account Executive

We’re entering a high-growth phase in the federal market — closing major enterpr...

Location

United States

Salary:

250000.00 - 300000.00 USD / Year

Arize

Expiration Date

Until further notice

Requirements

7+ years of enterprise SaaS sales experience
at least 5+ years focused on U.S. federal / DoD / IC markets (enterprise AI/ML, cloud, mission-critical software preferred)
proven track record of closing complex deals (multi-hundred-thousand to multi-million dollar revenue) in federal space
deep understanding of federal procurement, contracting vehicles (GSA, IDIQ, etc), security clearance requirements, and working with cleared integrators/partners
strong ability to engage technical stakeholders (AI/ML architects, engineers) and translate complex technology into mission value
excellent relationship-building and communication skills, able to operate at both senior leadership and technical levels
self-starter, entrepreneurial mindset, comfortable in high-growth, fast-moving environments

Job Responsibility

Own the full sales cycle within U.S. federal civilian agencies, DoD, DoE, and/or Intelligence Community (IC): from prospecting and qualification through proposal, negotiation and close
build strong relationships with key decision-makers — program managers, acquisition leads, technical AI/ML architects, system integrators and prime contractors
navigate the unique federal procurement and compliance landscape: GSA schedules, IDIQs, FAR/DFARS, security clearances, ITAR/EAR, FedRAMP, etc.
develop strategic account plans aligned to mission objectives (modernization, AI/ML observability, AI assurance, automation) and position Arize’s solution to meet those needs
collaborate cross-functionally with product, engineering, marketing, partner alliances and SI teams to refine GTM strategy, build federal-specific playbooks, and accelerate pipeline
develop and cultivate strategic Federal partnerships to drive demand and adoption across the business
track and deliver pipeline metrics, forecast sales, and ensure consistent execution to meet/exceed revenue targets
serve as the “voice of the customer” and provide market intelligence back into product and go-to-market teams for federal use cases

What we offer

competitive equity package
comprehensive benefit package, including: medical, dental, vision, 401(k) plan, unlimited paid time off, generous parental leave plan, and others for mental and wellness support
WFH monthly stipend to pay for co-working spaces

Fulltime

Sales Executive, Defense Accounts

The Sales Executive, Defense Accounts, plays a critical role in expanding Owl’s ...

Location

United States , Columbia

Salary:

Not provided

Owl Cyber Defense

Expiration Date

Until further notice

Requirements

Minimum of 5 years of experience selling cybersecurity, networking, or complex technology solutions into Defense agencies, with a consistent record of meeting or exceeding sales targets
Bachelor’s degree preferred
relevant Defense, cybersecurity, or technical sales experience may substitute
Experience engaging and presenting to senior program, technical, and executive stakeholders within Defense agencies
Demonstrated success selling complex cybersecurity, networking, or secure data-transfer solutions in the Defense market while consistently achieving or exceeding quota
Strong understanding of Federal procurement processes, contracting vehicles, and competitive dynamics across DoD, COCOM, and 4th Estate environments
Working knowledge of Cross Domain Solutions, data diode technologies, and the mission problems they solve for Defense customers
Proficiency with CRM and enterprise systems such as HubSpot, Salesforce, Costpoint, and SharePoint
Excellent communication skills, with the ability to prioritize, track, and respond to multiple customer and internal communications in fast-moving environments
Strong organizational and time-management skills with the ability to manage multiple opportunities, remove roadblocks, and drive results across teams

Job Responsibility

Identify, qualify, and develop new opportunities across Army, COCOM, and 4th Estate organizations for Owl’s Cross Domain Solutions and data diode technologies
Build and execute strategic account plans that map mission needs, stakeholders, technical requirements, and funding pathways to accelerate opportunity creation and growth
Develop trusted relationships with technical decision-makers, program leadership, cybersecurity authorities, and senior procurement staff to influence secure architecture decisions
Lead the full sales cycle, from early discovery and requirements shaping through solution positioning, proposal development, and contract closure
Present mission-aligned, solution-focused proposals that demonstrate how Owl’s CDS and diode offerings address secure data transfer, accreditation, and cyber risk reduction requirements
Maintain accurate pipeline visibility in CRM, providing timely updates on opportunity progression, forecast commitments, competitive trends, and customer feedback
Collaborate closely with internal teams—Product Management, Engineering, Professional Services, and Marketing—to ensure solution alignment, technical credibility, and successful deployment outcomes
Represent Owl at Defense-focused events, industry engagements, and customer briefings to increase awareness of Owl’s secure data transfer capabilities and expand market reach

Senior Commercial Sales Account Manager - Federal Accounts

AMD is seeking a Senior Commercial Sales Account Executive – Australian Federal ...

Location

Australia , Canberra

Salary:

Not provided

AMD

Expiration Date

Until further notice

Requirements

Demonstrated success selling into Australian Federal Government departments or large public sector organisations
Proven ability to manage complex, multi‑stakeholder, long‑cycle sales engagements with formal governance and procurement
Track record of developing and executing enterprise‑level, multi‑year account strategies
Experience managing whole‑of‑government or multi‑agency initiatives involving multiple partners and solution domains
Strong experience working with global OEMs, systems integrators, cloud providers, and sovereign delivery partners
Ability to orchestrate partner‑led solutions while maintaining clear account ownership and commercial accountability
Solid understanding of data centre infrastructure, servers, GPUs, AI acceleration, cloud platforms, and commercial client computing
Ability to position technology in terms of mission outcomes, security, performance, efficiency, and total cost of ownership, not features

Job Responsibility

Own and grow revenue, pipeline, and strategic footprint across assigned Australian Federal Government departments and agencies, leveraging both direct and partner‑led go‑to‑market motions
Develop a deep understanding of agency missions, ICT strategies, cyber and data sovereignty requirements, policy drivers, and budget cycles
Position AMD as a long‑term strategic technology partner, supporting whole‑of‑government and agency‑specific initiatives rather than transactional product sales
Develop and execute multi‑year Federal Government account plans, including: Opportunity prioritisation and timing against budget and procurement cycles, Executive and technical stakeholder mapping, Partner and ecosystem strategy
Lead cross‑functional Account Squads (sales specialists, solution architects, marketing, partners) to execute the strategy, fully documented and governed in Salesforce (SFDC)
Build and manage a robust, qualified pipeline, ensuring disciplined opportunity management, forecasting accuracy, and risk visibility
Build trusted relationships with CIO, CTO, CISO, Chief Architect, SES Band 2–3 leaders, and senior procurement stakeholders
Engage in architecture‑level and strategy discussions covering data centre modernisation, cloud adoption, AI/ML, secure compute, and sovereign capability
Orchestrate executive‑to‑executive engagement between AMD leadership and Federal Government customers to support strategic initiatives
Act as a strong internal advocate for Federal Government customers, escalating risks, blockers, and feedback to drive resolution

Fulltime

Account Executive - Federal Civilian

Here at Appian, our values of Intensity and Excellence define who we are. We set...

Location

United States , McLean

Salary:

Not provided

Appian Corporation

Expiration Date

Until further notice

Requirements

Bachelor's degree in related field/degree
5-10+ years of direct selling experience
Minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to Federal Civilian agencies
History of consistent quota achievement
Examples of landing new customer logos
Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory

Job Responsibility

Navigating complex accounts, top of funnel activity & prospecting
Effectively managing a complex sales cycle (approximately 6-12 months) to a successful close

What we offer

Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires
Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education
Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company

Fulltime

New

Account Executive, Federal (Civilian)

Rapid7’s Federal Sales organization is seeking an Account Executive to join the ...

Location

United States , VA

Salary:

Not provided

Rapid7

Expiration Date

Until further notice

Requirements

10+ years of closing experience selling enterprise software to executives in the Federal Civilian domain
5+ years working within cybersecurity software sales
U.S. citizenship required
Eligibility for a secret clearance or an active secret clearance is required
A track record of Quota and Presidents Club attainment, selling both new and existing products and product portfolios
Ability to drive consensus between multiple buyers within each assigned account and develop champions to target the Economic Buyer
Understand customer selection criteria for budgeted and unbudgeted needs
Capacity to learn, absorb, and adapt quickly to ever-changing business priorities
Ability to have strategic, business-oriented conversations at the VP and CISO level
Command of the forecast and sales process

Job Responsibility

Meet and/or exceed your quota by identifying, qualifying, and closing new business opportunities at Federal prospects
Position Rapid7 FedRAMP Moderate IL2 solutions in U.S. Federal Civilian agencies for upsell, cross-sell, and Net New Logo Adoption
Creatively source new prospects through your expansive Civilian domain knowledge and existing trusted prospect relationships
Serve as a trusted advisor, market evangelist, and industry expert
Stay current on competitor offerings and be able to identify their strengths and vulnerabilities
Turn client feedback into actionable strategies to drive new business and address competitive risks
Influence client decisions and advocate for client needs to negotiate solutions
Work closely and communicate effectively with various cross-functional teams
Accurately enter, update, and maintain daily activity, forecast, and opportunity information in Salesforce
Meet and exceed monthly pipeline targets

Fulltime

Select Country

Enterprise Account Executive - Federal

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