Federal Sales Account Executive (FSIs)

About the role

As a Federal Sales Account Executive, you will be at the forefront of OPSWAT’s federal growth. Your mission is to build, manage, and grow relationships across Federal agencies and the Federal System Integrator (FSI) ecosystem, driving adoption of OPSWAT’s solutions for Zero Trust, critical infrastructure protection, and secure file and data transfer.

Responsibilities

• Own and drive a Federal sales territory with a strong focus on building, enabling, and growing strategic relationships with Federal System Integrators
• Execute both sell-to and sell-through strategies with FSIs, aligning OPSWAT solutions to their programs, pursuits, and contract vehicles
• Maintain and exceed annual sales quota by developing new business and expanding existing accounts
• Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close
• Partner with FSIs and channel partners to shape opportunities, gain contract access, and drive joint wins into Federal agencies
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts and FSI-led pursuits
• Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners
• Provide accurate pipeline forecasts and contribute to Federal growth strategy

Requirements

• 10+ years of Federal technology sales experience, preferably in cybersecurity, networking, or critical infrastructure protection
• Demonstrated success selling both to and through Federal System Integrators (FSIs)
• Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles
• Proven track record of meeting or exceeding sales quotas within Federal markets
• Strong relationships with FSIs and within DoD, IC, and/or civilian agencies
• Experience supporting or influencing capture efforts and FSI-led pursuits
• Excellent communication, presentation, and relationship-building skills
• Mission-driven mindset with a passion for protecting national security

Qualifications

• Reside in the New York City metro area
• 3–7+ years of B2B sales experience; cybersecurity or adjacent technology preferred
• Proven track record of new-logo acquisition and consistent quota achievement
• Experience selling into one or more of the following sectors: Banking / Financial Services, Insurance, Manufacturing, Technology
• Strong ability to navigate complex sales cycles and engage multiple stakeholders (IT, Security, Compliance, Operations)
• Excellent at communicating business value — not just product features
• Strong prospecting discipline: you know how to create pipeline, not wait for it
• Skilled in building executive-level relationships and turning business challenges into cybersecurity use cases
• Data-driven approach to pipeline management, territory planning, and forecasting
• High energy, self-motivated, resourceful, and entrepreneurial
• CRM proficiency

Skills

• Knowledge of financial sector cybersecurity needs (compliance, threat intel, data governance)
• Familiarity with cybersecurity frameworks (NIST, ISO 27001, Zero Trust)
• Experience engaging channel/partner ecosystems
• Understanding of file and device risk, OT environments, or data-intensive industries
• Interest in pursuing cybersecurity certifications

Benefits

Join a mission-driven company where cybersecurity innovation protects critical operations. Bring transformative solutions into important and fast-moving industries. Work with a passionate team backed by technology built for prevention "Trust no file. Trust no device."

Pay

Competitive compensation, uncapped career growth opportunities

Schedule

Remote