Sr. Account Executive - DOD
About the role
The Senior Account Executive is responsible for driving new business growth and strategic account expansion across a defined DOD Government territory. This role focuses on delivering mission-aligned cybersecurity solutions through a multi-vendor portfolio of leading OEM partners and services, supporting DOD agencies as they modernize IT environments, protect sensitive data, and comply with evolving federal mandates.
Responsibilities
Own and achieve an annual revenue quota through new logo acquisition and expansion of existing Federal DOD accounts.
Lead end-to-end sales and capture efforts for complex cybersecurity opportunities, including long sales cycles and competitive procurements.
Develop and execute territory and account plans aligned to agency missions, funding cycles, and federal cybersecurity directives.
Identify, qualify, shape, and close opportunities involving multi-vendor cybersecurity solutions and professional services.
Build trusted relationships with technical, acquisition, contracting, and executive stakeholders, including SES-level leadership.
Partner closely with OEMs to align agency strategies, leverage product roadmaps, and jointly pursue growth opportunities.
Collaborate with Marketing, Pre-Sales, Capture, and Delivery teams to create compelling value propositions and winning proposals.
Develop and lead teaming strategies for large-scale pursuits, including prime and subcontractor relationships.
Track pipeline, manage forecasts, and maintain accurate opportunity data within CRM and capture management tools.
Represent the company at agency briefings, industry days, task order competitions, and federal conferences.
Qualifications
Bachelor’s degree or equivalent experience
10–12+ years of Federal DOD government sales experience
Proven success closing complex deals ($2M+, multi-year)
Strong understanding of Federal acquisition processes, including: FAR-based procurements Task order competitions GWACs, BPAs, IDIQs
Experience selling multi-vendor solutions and services-based offerings
Demonstrated ability to manage a full individual contributor sales pipeline
Exceptional communication, presentation, and executive engagement skills
Preferred Experience
Selling cybersecurity solutions aligned to: Zero Trust Cloud security Data protection Identity and network security
Knowledge of FedRAMP, FISMA, NIST 800-53, CISA mandates, and agency ATO processes
End-to-end capture experience, including opportunity shaping, teaming, and proposal strategy
Track record of introducing emerging or disruptive technologies into Federal DOD agencies