Federal & Govt Sales Account Executive – Cybersecurity

Searchlight Inc

Federal & Government Sales Account Executive leading U.S. sales strategy for cybersecurity solutions at Searchlight Cyber.

Posted 5/11/2026full-timeRemote • District of Columbia, Washington • 🇺🇸 United StatesSeniorLead💰 $150,000 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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.
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.
Apply MEDDPICC rigorously across all active opportunities to ensure accurate qualification, forecasting, and disciplined deal execution.
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.
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.
Collaborate with US channel partners, systems integrators (SIs), and value-added resellers (VARs) to develop co-sell strategies and expand reach across key agencies.
Work closely with internal Sales Engineering, Marketing, Contracts, Legal, and Customer Success teams to ensure successful program delivery and contract compliance.
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.
Maintain accurate pipeline data, account intelligence, and activity records within Hubspot CRM.
Represent the company at federal industry events, trade shows, and government conferences.
Consistently meet or exceed quarterly and annual revenue targets within the federal/SLED sectors.

Requirements

What you’ll need

10+ years of federal or government sales experience, with a minimum of 5 years selling cybersecurity solutions to U.S. federal agencies.
Demonstrated track record of consistently meeting or exceeding quota in a direct federal sales role.
Proven ability to close complex, multi-stakeholder federal contracts with average contract values of $250K or more.
Familiarity with public sector procurement processes, including experience contributing to or leading RFP/RFI responses.
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.
Hands-on experience navigating federal acquisition vehicles including GSA MAS Schedule, NASA SEWP, NIH CIO-SP3, and agency-specific IDIQs.
Established network of relationships across federal civilian agencies, DoD, or the Intelligence Community.
Experience working with federal systems integrators and channel partners.
Active security clearance (Secret or above) preferred, but not required.
Deep understanding of federal budgeting, appropriations, and the Planning, Programming, Budgeting, and Execution (PPBE) process.
Strong executive presence with the ability to engage and influence senior government officials, SES-level leaders, and military flag officers.
Outstanding written and verbal communication skills, able to translate complex cybersecurity concepts into clear mission value for both technical and non-technical government audiences.
Command of MEDDPICC.
Highly strategic thinker with the ability to develop multi-year account plans that align to agency budget cycles and modernization roadmaps.
Strong negotiation skills with experience navigating government contracting, and procurement legal requirements.
Self-directed and mission-oriented, you manage your federal territory with the same discipline and accountability as the customers you serve.
Proficient in federal-focused sales intelligence tools (e.g., GovWin, USASpending, FPDS, Highergov).

Benefits

Comp & perks

Competitive base salary commensurate with experience.
Uncapped commission structure with accelerators for overachievement.
Equity participation.
Full benefits package including medical, dental, vision, and 401(k).
Work from home and full coverage of business travel.
Recognition for top performers.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

federal sales experiencecybersecurity solutionsRFP/RFI responsesfederal acquisition vehiclesMEDDPICCZero Trust ArchitectureFISMACMMCFedRAMPNIST 800-53

Soft Skills

executive presencewritten communicationverbal communicationstrategic thinkingnegotiation skillsself-directedmission-orientedrelationship buildinginfluencing skillsaccountability

Certifications

active security clearance