Federal Account Manager (Early Career)

About the role

As a Federal Account Manager (Early Career), you will manage the account lifecycle across Fed Civilian, DOD, and DOW. You'll win new logos, expand existing customers, and close multi-year deals that grow our federal footprint, with coaching from experienced sales leaders.

Responsibilities

• Deliver new-logo and expansion quota in your federal territory
• Build and maintain pipeline at 5x target
• Close multi-year software license deals with C-level and procurement stakeholders, with leadership support
• Co-sell with channel and partner ecosystems to open net-new accounts
• Qualify opportunities with MEDDPICC, MEDDIC, BANT, or a similar process, and keep Salesforce and forecasts accurate
• Use AI tools to research target agencies and personalize outreach to security buyers
• Build a credible AppSec presence on LinkedIn
• Travel to customer and channel sites as needed

Required Qualifications

• 3+ years of quota-carrying B2B software sales experience
• Track record of meeting or exceeding quota
• Hands-on lead qualification experience with MEDDPICC, MEDDIC, BANT, or a comparable process
• Salesforce or comparable CRM experience
• Exposure to co-selling with channel partners or resellers
• Excel proficiency to model multi-year deal structures and protect margin
• Experience using AI tools for account research and outreach

Preferred Qualifications

• 2+ years of experience selling to U.S. federal agencies (Civilian, DOD, DOW)
• Experience negotiating software license agreements
• Background in cybersecurity, application security, DevSecOps, developer tools, or B2B SaaS
• Active LinkedIn presence sharing industry insights
• Sales awards or President's Club recognition
• Ideal candidate resides in or near the DMV (Washington, DC, Maryland, or Virginia area)

Pay

OTE: $180,000 to $220,000 on a 50/50 split.

Benefits

• Medical, dental, and vision insurance
• 401(K) plan
• Additional incentives
• Culture of community and opportunity to work in a growing organization
• Room for career growth and professional development
• Training and educational opportunities