Federal Enterprise Account Executive - Puppet

Perforce•Maryland, WA

6d•$140,000 - $150,000

About The Position

Perforce is seeking an experienced, high-energy Federal Enterprise Account Executive to sell Puppet Enterprise and drive revenue from new business, services, and renewals. The role involves value-based selling and building relationships with Director-level and more senior stakeholders. The successful candidate will create pipeline, identify business drivers, and communicate the Puppet value proposition to federal accounts. The ideal candidate resides in the Washington, D.C., Northern Virginia, or Maryland area and has extensive experience selling infrastructure, infrastructure automation, SaaS, and Kubernetes solutions to federal accounts. Familiarity with federal procurement vehicles, systems integrators, and other entities serving the federal government is expected, along with knowledge of current compliance requirements, vendor solutions, and contractor implementation requirements. The role includes managing current accounts, prospecting, meeting quarterly and annual quotas, maintaining a pipeline and accurate forecasts, and coordinating with presales engineering, support, channel partners, and systems integrators to drive successful deployments and strategic account growth. Travel may be required to develop relationships and close large opportunities.

Requirements

At least 10 years of experience as a federal enterprise account executive.
Experience selling software to federal accounts, with strong technical acumen and the ability to engage upper management and executives.
Experience building and executing a territory plan using Target Account Selling or another sales methodology.
Experience driving demand for newer products and selling professional services.
Experience calling on platform, infrastructure, and application development teams at Director through C-level.
Experience selling directly and through channel and alliance partners, with a proven track record of success.
Knowledge of current compliance requirements, vendor solutions, and contractor implementation requirements.
AI fluency at Level 2 (Skilled Prompter): crafts effective, outcome-oriented prompts; iterates to improve quality and speed; and validates AI outputs against business context and expectations.

Nice To Haves

Residence in the Washington, D.C., Northern Virginia, or Maryland area.
Experience selling infrastructure, infrastructure automation, SaaS, and Kubernetes solutions to federal accounts.
Familiarity with federal procurement vehicles, systems integrators, and other entities that do business with the federal government.
Familiarity with MEDDPICC and Command of the Message.

Responsibilities

Manage current accounts and prospect to develop opportunities in federal accounts.
Attain quarterly and annual sales quotas.
Develop and maintain an active pipeline equal to three times quota.
Prepare accurate weekly forecasts and reports for sales leadership.
Maintain accurate, active Salesforce records and use familiarity with MEDDPICC and Command of the Message.
Coordinate with presales engineering and support resources to ensure successful rollout and adoption of Puppet Enterprise and related products.
Develop account-based selling methodologies and closing plans.
Prospect for new customers in collaboration with channel partners and systems integrators.
Strengthen relationships with current accounts and new prospects, leveraging renewals and converting them into larger strategic opportunities.
Travel as necessary to develop account relationships and close large opportunities.