Federal Sales Account Executive (Marine Corps, Navy, Coast Guard)

About the role

Protecting the World’s Critical Infrastructure
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

Responsibilities

• Own and drive a Federal sales territory focused on the Marine Corps, Navy and Coast Guard.
• Meet or 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 Channel and Federal System Integrator partners to maximize contract vehicle access and joint wins.
• Collaborate with capture managers and proposal teams to align sales strategy with capture efforts.
• 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.
• Deep understanding of Federal procurement processes, contract vehicles, and acquisition lifecycles.
• Proven track record of meeting or exceeding sales quotas with Federal agencies.
• Strong relationships within DoD, IC, and/or civilian agencies, and with Federal System Integrators.
• 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.”
High-growth environment with opportunities to learn, develop, and advance.
Competitive compensation, commission structure, and professional development support.

Pay

Competitive compensation, commission structure, and professional development support.

Schedule

Opportunities to work remotely.

Equal Opportunity Employer

We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.