Senior Account Executive, Federal Systems Integrators

BeyondTrust

Identifying, qualifying, and closing new business for Federal Systems Integrators. Partnering with Federal Sales team to develop and execute sales strategies in a defined territory.

Posted 5/29/2026full-timeRemote • Maryland, Virginia, Washington • 🇺🇸 United StatesSeniorWebsite

Tech Stack

Tools & technologies

IoT

About the role

Key responsibilities & impact

Identify, generate, qualify, and close new business for customers and prospects in a defined territory.
Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business).
This role will work with a select group of strategic Federal Systems Integrators to manage sell-to, sell through, and sell-with.
You will partner directly with the Federal Sales team to ensure alignment, strategy and overall GTM engagement.
Develop new and existing accounts within defined territory.
Understand key programs that assigned accounts are awarded or pursuing and how BT will align.
Establish and deliver a sales strategy which outlines a roadmap to quota attainment
Sales forecasting, lead generation, prospecting, and strategic relationship development
Upsell ‘New Product’ to existing customers.
Work with assigned Account Executive – Enterprise Assist’s to intelligently cover and proactively hunt for Add-on opportunity within territory.
Maintain whitespace for all focus customers.
Partner closely with Vice President, SE’s, PM’s and wider POD to deliver strategic goals
Align with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible
Align with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts)
Attend corporate trade shows and events
Maintain sales pipeline activity in Salesforce
Schedule and conduct product demonstrations and detailed presentations to prospects, customers and partners
Lead RFP responses for your accounts

Requirements

What you’ll need

Must be located in the territory covered (Washington DC, Virginia, or Maryland)
Bachelor’s degree
2+ years’ sales experience with a demonstrated track record of consistently meeting or exceeding annual quota
Experience with enterprise software, IT services, SaaS, IoT or related managed services sales to global organizations
Experience with Salesforce
Able to command sales message and sale
Experience leveraging the channel to drive business
Excellent communication skills
Ability to travel within region

Benefits

Comp & perks

Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales forecastinglead generationprospectingstrategic relationship developmentquota attainmentRFP responsesproduct demonstrationssales strategy

Soft Skills

excellent communication skillsability to travelstrategic alignmentrelationship management

Certifications

Bachelor’s degree