Enterprise Account Executive - Federal

Delinea•Redwood City, CA

1d•$260,000 - $326,000•Remote

About The Position

Delinea is hiring a remote Enterprise Account Executive responsible for generating all net-new sales within assigned Intelligence Community agency accounts. The role is based in a specific geographic area and requires an active TS/SCI clearance with a CI or full-scope polygraph. Travel is approximately 30–40% throughout the assigned territory for customer visits, trade shows and field events, and internal meetings. Successful performance may provide career advancement opportunities. The account executive will develop and execute territory plans aligned to federal fiscal-year and appropriations cycles; build relationships across agencies, components and program offices; progress interested leads; and work with Delinea technical experts to present the company’s products effectively. The role also owns sales targets and pipeline forecasting, manages relationships with federal resellers and partners, and transacts through government contract vehicles.

Requirements

At least 5 years as an enterprise software sales executive, including direct experience selling to U.S. Federal agencies.
Active TS/SCI clearance with a CI or full-scope polygraph.
Working knowledge of federal procurement processes, including contract vehicles, FedRAMP authorization levels, ATO timelines and the federal zero-trust mandate under OMB M-22-09.
Experience cultivating and controlling complex sales cycles with multiple agency stakeholders.
Track record of identifying, cultivating and closing transactions of six figures or more.
Ability to deliver executive-level and high-level technical presentations.
Excellent written and oral communication and presentation skills.
Demonstrated ability to build and land a differentiated value proposition.

Nice To Haves

Bachelor’s degree from an accredited university, or equivalent work experience.
Established book of business within the Intelligence Community and/or FSI community.
Experience selling cybersecurity solutions to Intelligence agencies.

Responsibilities

Create and personalize a territory plan for assigned territory and agencies, aligned with the federal fiscal year and appropriations cycles.
Prospect across assigned agencies, components and program offices, develop contacts, and communicate community needs to Delinea leadership.
Proactively pursue existing leads that have expressed interest in Delinea technology.
Collaborate with Delinea technical experts to present the products’ strengths and capabilities accurately and compellingly.
Consistently meet or exceed sales targets.
Maintain accurate forecasts of the sales pipeline, including commit and best-case forecasts.
Cultivate and manage relationships with federal resellers, distributors and systems integrators.
Transact through GSA MAS, SEWP and agency-specific contract vehicles.
Leverage Delinea executives and their networks to gain access to prospective clients.
Continue learning and developing cybersecurity sales expertise.