Federal & Govt Sales Account Executive (Cybersecurity)

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    "datePosted": "2026-05-08",
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      "city": "Washington DC",
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    "description": "<p><span style=\"color: rgb(26, 26, 36); font-size: 14pt; font-weight: 600\">WHO ARE WE?</span></p>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Searchlight Cyber was founded in 2017 with a mission to stop threat actors from acting with impunity. Its External Cyber Risk Management Platform helps organizations to identify and protect themselves from threats emerging from the cybercriminal underground, with Attack Surface Management and Threat Intelligence tools designed to separate the signal from the noise. </span></p>\n<p><br></p>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">It is used by some of the world’s largest enterprises, government and law enforcement agencies, and the Managed Security Service Providers at the forefront of protecting customers from external threats. Find out more at www.slcyber.io.</span></p>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 10pt\"><br></span><br></p>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 14pt; font-weight: 600\">ABOUT THE POSITION</span></p>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">We are seeking a results-driven, deeply connected Federal &amp; Government Sales Account Executive to lead our growth strategy across U.S. federal civilian agencies, Department of Defense (DoD), Intelligence Community (IC), and state &amp; local government accounts. This is a strategic hunter role designed for a seasoned government sales professional who understands the nuances of federal procurement, has established relationships across key agencies, and is passionate about delivering mission-critical cybersecurity capabilities to those who protect our nation.</span></p>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">You will be responsible for developing and executing a comprehensive federal territory strategy, building a robust pipeline of qualified opportunities, and navigating complex government acquisition processes to drive revenue growth. You will operate with a disciplined MEDDPICC methodology and bring both the strategic relationships and the tactical execution expertise required to succeed in the unique and highly competitive federal cybersecurity marketplace.<br><br></span></p>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 14pt; font-weight: 600\">WHAT WILL I DO?</span></p>\n<ul>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Own and drive the full  US Government sales cycle, from account mapping and opportunity identification through contract award and close, across assigned federal civilian, DoD, IC, and/or SLED accounts.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Develop and execute a strategic federal territory plan that identifies high-priority agencies, maps key stakeholders and buying centers, and builds a sustainable, high-quality pipeline aligned to the federal budget cycle.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Apply MEDDPICC rigorously across all active opportunities to ensure accurate qualification, forecasting, and disciplined deal execution.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Build and maintain trusted relationships with senior government decision-makers including Intelligence Community, Law Enforcement Agencies, CISOs, Program Managers, Contracting Officers, agency IT and security leadership.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Navigate federal acquisition vehicles including GSA Schedules, GWACs (e.g., NASA SEWP, NIH CIO-SP3), IDIQs, BPAs, HigherGov and sole-source mechanisms to structure and close transactions efficiently.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Collaborate with US  channel partners, systems integrators (SIs), and value-added resellers (VARs) to develop co-sell strategies and expand reach across key agencies.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Work closely with internal Sales Engineering, Marketing, Contracts, Legal, and Customer Success teams to ensure successful program delivery and contract compliance.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Monitor federal budget cycles, appropriations, and agency IT modernization and cybersecurity initiatives (e.g., Zero Trust mandates, CMMC, CDM program) to identify and act on emerging opportunities.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Maintain accurate pipeline data, account intelligence, and activity records within Hubspot CRM. </span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Represent the company at federal industry events, trade shows, and government conferences </span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Consistently meet or exceed quarterly and annual revenue targets within the federal/SLEDsectors.<br><br></span></li>\n</ul>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 14pt; font-weight: 600\">WHAT ARE WE LOOKING FOR?</span></p>\n<ul>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">10+ years of federal or government sales experience, with a minimum of 5 years selling cybersecurity solutions to U.S. federal agencies.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Demonstrated track record of consistently meeting or exceeding quota in a direct federal sales role.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Proven ability to close complex, multi-stakeholder federal contracts with average contract values of  $250K or more.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Familiarity with public sector procurement processes, including experience contributing to or leading RFP/RFI responses.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Deep knowledge of the federal cybersecurity landscape including relevant mandates, frameworks, and initiatives such as Zero Trust Architecture (EO 14028), FISMA, CMMC, FedRAMP, NIST 800-53, and the CDM program.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Hands-on experience navigating federal acquisition vehicles including GSA MAS Schedule, NASA SEWP, NIH CIO-SP3, and agency-specific IDIQs.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Established network of relationships across federal civilian agencies, DoD, or the Intelligence Community.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Experience working with federal systems integrators and channel partners</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Active security clearance (Secret or above) preferred, but not required.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Deep understanding of federal budgeting, appropriations, and the Planning, Programming, Budgeting, and Execution (PPBE) process.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Strong executive presence with the ability to engage and influence senior government officials, SES-level leaders, and military flag officers.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Outstanding written and verbal communication skills, able to translate complex cybersecurity concepts into clear mission value for both technical and non-technical government audiences.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Command of MEDDPICC </span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Highly strategic thinker with the ability to develop multi-year account plans that align to agency budget cycles and modernization roadmaps.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Strong negotiation skills with experience navigating government contracting, and procurement legal requirements.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Self-directed and mission-oriented, you manage your federal territory with the same discipline and accountability as the customers you serve.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Proficient in federal-focused sales intelligence tools (e.g., GovWin, USASpending, FPDS, Highergov).<br></span><br></li>\n</ul>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 14pt; font-weight: 600\">WHAT SETS THE BEST CANDIDATES APART?</span></p>\n<ul>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">You have a proven ability to get on contract quickly, you know which vehicles to use, which SIs to partner with, and how to structure a deal that a Contracting Officer can actually award.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">You understand that federal sales and invest in relationships before opportunities are visible.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">You can speak the language of mission risk, compliance mandates, and security posture with equal fluency to a CISO, a Program Manager, and a budget officer.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">You have successfully competed against and displaced incumbent vendors within a federal agency.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">You bring an existing network of agency relationships that can be activated immediately upon joining.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">You have experience influencing RFP requirements and shaping acquisition strategy before a solicitation is released.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">You are known within the federal community as someone who delivers on their commitments and operates with integrity.<br><br></span></li>\n</ul>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 14pt; font-weight: 600\">CLEARANCE &amp; COMPLIANCE REQUIREMENTS</span></p>\n<ul>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">U.S. citizenship is required.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Active Secret clearance is preferred, but not required </span></li>\n</ul>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 10pt\"><br></span><br></p>\n<p><span style=\"font-size: 14pt; font-weight: 600\">WHAT’S IN IT FOR ME?</span></p>\n<p><span style=\"font-size: 10pt\">Your benefits package will include:</span></p>\n<ul>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Competitive base salary commensurate with experience.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Uncapped commission structure with accelerators for overachievement.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Equity participation.</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Full benefits package including medical, dental, vision, and 401(k).</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Work from home and full coverage of business travel </span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Recognition for top performers.<br><br></span></li>\n</ul>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 14pt; font-weight: 600\">INTERVIEW PROCESS</span></p>\n<ul>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Screening Call with our Talent Manager</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Interview with Hiring Manager</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Followed by a series of interviews with other team members</span></li>\n<li><span style=\"color: rgb(26, 26, 36); font-size: 10pt\">Offer and onboarding<br><br></span></li>\n</ul>\n<p><span style=\"color: rgb(26, 26, 36); font-size: 10pt; font-style: italic\">If you are a proven federal cybersecurity sales professional with the relationships, the discipline, and the drive to deliver mission-critical solutions to the agencies that protect our nation — we want to hear from you.</span></p>",
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