Strategic Federal Account Executive, Public Sector (DIB)

• Own and grow a strategic territory across defense industrial base accounts and select federal‑adjacent opportunities
• Build the go‑to‑market plan for your territory: target account list, use‑case focus, partner strategy, and coverage model
• Run full‑cycle, complex SaaS deals: discovery, value hypothesis, multithreading, business case, procurement navigation, and negotiation
• Sell effectively without FedRAMP in place
• Orchestrate cross‑functional deal teams — Solutions Engineering, Customer Success, Product/Security, executives, and partners — to move strategic pursuits forward
• Generate and manage pipeline with rigor through outbound prospecting, events, partner motions, and expansion within existing accounts
• Act as the voice of the field for public sector, feeding requirements and patterns back into product, security, and compliance roadmaps
• Land and grow lighthouse wins that can become references and case studies in the DIB and broader federal market

• 8+ years of quota‑carrying enterprise SaaS sales experience
• 6+ years selling into U.S. Federal agencies and/or Defense Industrial Base accounts, or highly comparable experience at primes, SIers, or major cloud/security vendors
• Consistently met or exceeded quota in roles with large ACV, multi‑stakeholder, multi‑year deals
• Navigated federal procurement and security reviews (e.g., ATO processes, vendor risk assessments, security questionnaires)
• Worked closely with Sales Engineering and Product/Security to address technical and compliance requirements in late‑stage cycles
• Direct experience selling into defense primes, major integrators, or key DIB contractors
• Background at a cloud, data, security, or AI platform vendor
• Existing relationships across DoD, intel‑adjacent agencies, and DIB leadership
• Experience with search, knowledge management, LLMs/AI assistants, or collaboration products

Active or prior U.S. security clearance (not required)

• Medical, Vision, and Dental coverage
• generous time-off policy
• opportunity to contribute to your 401k plan
• home office improvement stipend
• annual education and wellness stipends
• vibrant company culture through regular events
• healthy lunches daily