Account Executive – Federal
Wraithwatch
full-time
Posted on:
Location Type: Remote
Location: United States
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Tech Stack
About the role
- Initiate and close enterprise software deals across federal civilian, DoD, and intelligence community customers from initial sourcing through proofs of concept to production contract close.
- Own the full federal sales cycle: initial outreach, discovery, qualification, proposal, POC negotiation, and closing production contracts.
- Navigate federal procurement processes, contract vehicles, and the particular politics of each agency you're selling into.
- Partner with our founding team and core product engineers to ensure POCs convert successfully to production contracts.
- Build relationships across program offices, CISOs, CIOs, and technical evaluators.
- Accurately forecast revenue, manage pipeline, and consistently meet or exceed quota.
- Develop repeatable federal sales motions, collateral, and playbooks that will scale with the company.
- Travel regularly to customer sites — this is a relationship-driven sale.
Requirements
- 5+ years of experience meeting or exceeding quotas for complex enterprise cybersecurity or AI software sales to US federal government customers
- Existing relationships across DoD, IC, or federal civilian cyber programs
- Deep understanding of federal procurement cycles, contract vehicles, and buying processes
- Ability to obtain and maintain a security clearance
- Track record of building pipeline and closing seven-figure deals in the federal market
- Comfortable working directly with founders and engineers in a seed-stage startup — this is not a company with a sales enablement team, a BDR pod, and a solutions architect on every call. You figure it out.
- Strong proposal writing, negotiation, and contract skills
- Willingness to travel extensively and work extended hours when mission demands it
- Familiarity with FedRAMP, ATO processes, and federal compliance requirements
Benefits
- Health insurance
- 401(k) matching
- Paid time off
- Remote work options
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
enterprise software salescybersecurity salesAI software salesproposal writingnegotiation skillscontract managementpipeline managementquota achievementfederal sales cyclesseven-figure deal closing
Soft Skills
relationship buildingcommunication skillsproblem-solvingadaptabilityteam collaborationself-motivationnegotiationorganizational skillstime managementcustomer engagement
Certifications
security clearance