Enterprise Account Executive - Federal

About Delinea

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise.

Position Summary

This remote position requires a motivated self-starter who will be responsible for all net new sales into the Intelligence Community agency accounts. Because the work happens where the mission happens, this role requires an active TS/SCI clearance with a CI or full-scope polygraph. Based in a specific geographic area, the candidate may be required to travel approximately 30–40% throughout the assigned territory to visit customers, attend trade shows or field events, and for internal meetings such as sales kick-offs or quarterly business reviews. With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level.

What You'll Do

• Create and personalize a territory plan for the assigned territory and agencies, built around the federal fiscal year and appropriations cycles.
• Prospect to and create contacts across assigned agencies, their components, and program offices and effectively communicate back to Delinea leadership what is needed to continue to support this community.
• Proactively pursue existing leads who have expressed interest in our technology.
• Collaborate with and engage the right Delinea technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals.
• Consistently meet/exceed sales targets.
• Maintain an accurate forecast of sales pipeline, commit and best case.
• Cultivate and manage relationships with federal resellers, distributors, and systems integrators, and transact through GSA MAS, SEWP, and agency-specific contract vehicles.
• Leverage Delinea’s executives, and their networks, to gain access to prospective clients.
• Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.

What You'll Bring

• 5+ years as an enterprise software sales executive, including direct experience selling into U.S. Federal agencies.
• This role requires an active TS/SCI clearance with a CI or full-scope polygraph.
• Bachelor’s degree from an accredited university preferred or equivalent work experience.
• Working knowledge of federal procurement processes for these agencies that include but are not limited to contract vehicles, FedRAMP authorization levels, ATO timelines, and the federal zero-trust mandate under OMB M-22-09.
• Experience cultivating and controlling complex sales cycles with multiple stakeholders within the agencies.
• Track record of success in identifying, cultivating and closing six figure+ transactions.
• Ability to conduct both executive level presentations and high-level technical presentations.
• Excellent written and oral communication and presentation skills.
• Demonstrated ability to build and land a differentiated value proposition.

Bonus If You Have

• An established book of business within Intelligence Community and/or FSI community
• Experience selling cybersecurity solutions to Intelligence agencies

Why work at Delinea?

We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

We invest in people who are smart, self-motivated, and collaborative. What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success:

• Spirited – We bring energy and passion to everything we do
• Trust – We act with integrity and deliver on our commitments
• Respect – We listen, value different perspectives, and work as one team
• Ownership – We take initiative and follow through
• Nimble – We adapt quickly in a fast-changing environment
• Global – We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.