Enterprise Account Executive | TOLA

Native • Austin, TX

1d • Remote

About The Position

As Native's Founding Federal Account Executive, you'll build and own our federal sales motion from the ground up - generating pipeline and closing strategic deals across U.S. federal agencies, including DoD, the Intelligence Community, and civilian departments. This role is about building the federal program from zero - defining the strategy, processes, and foundations for long-term success. You'll be the first GTM hire dedicated to public sector and will serve as Native's primary representative to federal customers, prospects, systems integrators, and channel partners. This is a high-ownership role for someone who thrives in ambiguity, knows how to navigate the realities of federal procurement, and understands how to land and expand inside agencies with long, complex buying cycles. You'll work directly with leadership, product, and technical teams to shape federal pricing, contract vehicle strategy, FedRAMP roadmap, partner ecosystem, and a repeatable federal sales playbook - turning early agency traction into durable, multi-year relationships.

Requirements

• 7+ years of experience selling B2B cybersecurity or cloud security solutions.
• At least 4+ years focused on the U.S. federal market (DoD, IC, and/or civilian agencies).
• Demonstrated success closing six- and seven-figure deals with federal agencies.
• Experience scaling federal revenue from initial traction to meaningful ARR milestones, ideally at an early-stage or high-growth startup.
• Deep working knowledge of federal procurement and contract vehicles (GSA Schedule, SEWP V/VI, CIO-SP3/4, ITES-SW2, OTAs, and agency-specific BPAs).
• Track record of getting on the right paper to close business.
• Established relationships with federal CISOs, CIOs, program managers, contracting officers, and key channel partners (e.g., Carahsoft, DLT, immixGroup, Four Inc., Merlin, GuidePoint Federal).
• Strong understanding of federal compliance frameworks relevant to selling cybersecurity software: FedRAMP (Moderate/High), DoD IL2/IL4/IL5/IL6, FISMA, NIST 800-53/800-171, CMMC, and StateRAMP.
• Comfort running full-cycle federal sales.
• Experience navigating the federal fiscal calendar, end-of-year buying cycles, color of money, and continuing resolutions.
• Ability to forecast accurately within that environment.
• Track record operating independently in high-ambiguity environments.
• Excellent written and verbal communication skills.
• U.S. citizenship is required.

Nice To Haves

• Experience building and scaling a federal sales program from the ground up at an early-stage startup.
• Active or eligible-for U.S. security clearance (Secret, TS, or TS/SCI) is a strong plus.

Responsibilities

• Build and own the federal sales motion from the ground up.
• Generate pipeline and close strategic deals across U.S. federal agencies (DoD, Intelligence Community, civilian departments).
• Define the strategy, processes, and foundations for the federal program.
• Serve as Native's primary representative to federal customers, prospects, systems integrators, and channel partners.
• Shape federal pricing, contract vehicle strategy, FedRAMP roadmap, partner ecosystem, and a repeatable federal sales playbook.
• Turn early agency traction into durable, multi-year relationships.
• Operate independently in high-ambiguity environments.
• Help define territory, segmentation, and channel strategy.
• Translate Native's technical value into outcomes that resonate with mission owners, security leaders, and acquisition stakeholders.
• Run full-cycle federal sales: prospecting, capture, discovery, technical evaluation, teaming, negotiation, and close.
• Coordinate with primes, integrators, and resellers.
• Navigate the federal fiscal calendar, end-of-year buying cycles, color of money, and continuing resolutions.
• Forecast accurately within the federal environment.
• Actively leverage AI and modern sales tools to prioritize accounts, build capture plans, and engage stakeholders.

Benefits

• Competitive compensation with meaningful early-stage equity.
• A rare opportunity to be the founding federal seller at a fast-growing cybersecurity startup and to build the federal business from zero.
• Direct influence on FedRAMP and compliance roadmap, contract vehicle strategy, partner ecosystem, and federal product direction.
• Close collaboration with experienced founders, security experts, and operators who understand both commercial and federal motions.
• Flexibility, autonomy, and the chance to build something from the ground up inside the federal market.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed