Federal Account Executive – Civilian Sector

Role Overview

• Own and manage the full sales cycle—from prospecting and discovery through proof-of-value, negotiation, and close—for all assigned Federal Civilian accounts
• Apply a hunter’s mentality to relentlessly identify and pursue net-new logo opportunities within the territory, using creative outreach, networking, and event-based engagement
• Develop and execute a data-driven territory plan with clear milestones, pipeline targets, and account prioritization aligned to Zimperium’s go-to-market strategy
• Achieve and exceed quarterly and annual sales quotas through a balanced mix of new business acquisition and strategic upsell/cross-sell within the existing customer base
• Accurately forecast pipeline activity and revenue projections using MEDDPICC qualification criteria to ensure predictable, high-quality sales execution
• Engage directly and proactively with customers and prospects to develop a thorough understanding of their mission requirements, security challenges, and organizational pain points
• Translate customer needs into compelling, value-added solution narratives that clearly articulate Zimperium’s unique differentiation and ROI
• Leverage deep knowledge of the Federal Civilian market—including agency structures, procurement vehicles, and budget cycles
• Nurture and expand relationships with existing customers to drive renewal, expansion, and advocacy, delivering measurable outcomes aligned to their mission objectives
• Conduct executive-level presentations, product demonstrations, and business reviews that build credibility and accelerate deal progression
• Partner with BDRs to develop targeted account penetration strategies, refine prospecting messaging, and ensure efficient pipeline development
• Collaborate with Solution Engineers to design and deliver differentiated technical demonstrations, proofs of concept, and custom solution proposals
• Work closely with Channel and Alliance Partners to co-sell, co-market, and expand Zimperium’s reach within the Federal Civilian ecosystem
• Coordinate with Marketing to execute demand generation campaigns, account-based marketing (ABM) programs, and event participation strategies aligned to territory goals
• Maintain a current and sophisticated understanding of the mobile security landscape, including industry trends, emerging threat vectors, regulatory developments, and the competitive solution ecosystem

Requirements

• Bachelor’s degree or equivalent professional experience
• 7+ years of enterprise software/technology sales experience within the public sector, with a consistent and verifiable track record of quota achievement and over attainment
• 3+ years selling cybersecurity solutions, with a strong preference for experience in mobile security, endpoint security, or zero-trust architectures
• Demonstrable experience applying MEDDPICC (or equivalent methodology such as MEDDIC, Challenger, or Force Management) to qualify and advance complex, multi-stakeholder opportunities
• Proven ability to operate as a hunter—comfortable building pipeline from scratch through cold outreach, networking, partner co-selling, and event engagement
• Deep familiarity with Federal Civilian procurement processes, contract vehicles (e.g., GSA MAS, SEWP, BPAs, OTAs,GWACs), and the Federal budget cycle
• Proficiency in Salesforce CRM for pipeline management, forecasting, and activity documentation
• Experience with Clari or comparable revenue intelligence platforms for deal inspection and commit forecasting
• Exceptional executive communication, active listening, and consultative selling skills with the ability to engage credibly at the C-suite and SES/Deputy Secretary level
• Ability to travel 50%+ of the time to engage customers, attend industry events, and support partner activities

Tech Stack

• Cyber Security

Benefits

• Competitive base salary with an aggressive, uncapped commission plan
• Accelerators designed to reward over-performance