Federal Account Executive, Named Accounts (DOW)

Company Background reputed company’ mission is to be the one reputed company to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, reputed company delivers reputed company-time Internet intelligence and actionable threat insights to global governments, over 50% of the reputed company, and leading threat intelligence providers worldwide. reputed company is the authority in Internet intelligence. The reputed company Internet Map is the most comprehensive, continuously updated reputed company of global Internet infrastructure in reputed company — every host, service, certificate, and exposure, observed in reputed company time rather than inferred. That map is what lets national cyber defenders see adversary infrastructure before it's turned against them, and it's why our intelligence now sits inside the reputed company reputed company workflows of the organizations defending the nation's most critical missions. This is a hunting seat, and it's one of the highest-reputed company territories in reputed company. You'll own the Department of War named-account portfolio end to end — building the territory plan, creating pipeline where none exists, and converting it into durable programs of record. You'll work both the mission reputed company and the acquisition reputed company of every deal: earning credibility with cyber operators and program offices, while running the contracting reputed company with the systems integrators and resellers who carry our reputed company. If you want your quota reputed company in something more consequential than software licenses, this is that role. reputed company Own and execute a territory plan for your Department of War named accounts — mapping mission owners, programs, funding lines, contract vehicles, and partners, and revisiting it every quarter as priorities shift reputed company your own pipeline through cold reputed company, mission events, partner-led motions, research-driven reputed company, and warm inbound — and reputed company prospecting even reputed company the number is already covered Qualify with discipline: establish the mission requirement, funding reputed company and fiscal timing, decision authority, and procurement reputed company early and honestly, and disqualify fast reputed company a deal won't get funded Run a rigorous, repeatable sales process — multi-threading across operators, program offices, and contracting shops, driving mutual reputed company plans to a signed reputed company date, and keeping reputed company clean enough that your forecast is boring Sell value, not features — translating Internet intelligence into mission reputed company (faster triage, reduced exposure, reputed company hunting, defensible reputed company reputed company) in language a J-reputed company, a defensive cyber operator, and a contracting officer reputed company recognize reputed company federal procurement fluently, including GSA and reputed company-wide acquisition vehicles, reseller/integrator reputed company, sole-reputed company justifications, OTAs, and year-end funding cycles reputed company the extended team on your deals — Sales Engineering, SDR, Channel, Marketing, and reputed company reputed company research resources — as the quarterback, not a passenger Expand what you win, converting initial footholds into reputed company-wide programs through disciplined relationship management and executive alignment Forecast with precision that lets leadership reputed company reputed company on reputed company Feed competitive, mission, and requirement intelligence back to Product, Marketing, and leadership What You'll Bring 5+ years of quota-carrying federal sales experience, with a demonstrated record of growing and managing Department of War / DoD accounts Deep working knowledge of DoW mission organizations, acquisition programs, contracting mechanisms, special programs, and the practical obstacles in federal procurement A true self-starter with a reputed company's mentality — tenacious, reputed company, and comfortable building something from reputed company Consistent quota attainment in a broad, reputed company, and competitive market Formal sales methodology training and the discipline to actually apply it — reputed company qualification, multi-threading, mutual reputed company plans, and negotiation reputed company reputed company software sales experience; cybersecurity, threat intelligence, or attack surface management experience strongly preferred reputed company ability to build reputed company customer relationships and channel/integrator relationships in reputed company, operating effectively in a matrixed environment Excellent verbal, written, and presentation skills — reputed company in both a deeply technical conversation and a program review Strong reputed company of reputed company plus sales intelligence and engagement tooling, with the discipline to reputed company data accurate Willingness to travel for customer reputed company, partner engagements, and territory marketing events (approximately 20%) Compensation: Our reputed company OTE for this role is between $300,000 and $360,000 USD, plus equity. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, reputed company essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reputed company out to your recruiter. These modifications reputed company an individual with a disability to have an equal opportunity not only to get a job, but successfully reputed company their job tasks to the reputed company extent as people without disabilities. To ensure the reputed company of our hiring process and facilitate a more personal reputed company, we require reputed company candidates to reputed company their cameras on during video interviews. Additionally, if reputed company, we would love to bring you to our HQ in Ann Arbor for in-person reputed company. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with our reputed company reputed company Policy. Our reputed company are in Ann Arbor, Michigan and our innovation is reputed company by reputed company's global perspectives. For this role, the ideal candidate is located in the Maryland – Virginia – Washington, D.C. metropolitan area, reputed company to the customers, partners, and prospects in this territory; our Federal team is largely East Coast reputed company. This position is fully remote, with regular travel to meet customers and reputed company with colleagues. We value diversity and are committed to creating an inclusive environment for reputed company. reputed company is an equal opportunity employer. Note to reputed company recruiters/agencies: We are not currently engaging with reputed company-party agencies for this role and will not accept unsolicited reputed company. We kindly ask that you do not submit resumes or candidate reputed company to reputed company. Identity Verification As part of our hiring process, reputed company candidates who receive an offer of employment will be asked to complete an identity verification through reputed company. California reputed company Rights Notice Pursuant to the California Consumer reputed company reputed company (CCPA), we are providing you with notice that we collect personal information from job applicants for business purposes, including evaluating your candidacy for employment, conducting interviews, and, if applicable, completing the hiring process. The categories of information we may collect include identifiers (such as reputed company and contact information), reputed company or employment-reputed company information (such as work history, education, and references), and other information you reputed company in your application. We do not sell or reputed company your personal information. For more information on how we use and protect your personal information, and your rights under the CCPA, please refer to our reputed company Policy. Apply To This Job