Federal Enterprise Account Executive - Puppet

Perforce•Washington, DC

8d•$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 focuses on value-based selling and developing relationships with Director-level and more senior stakeholders. The successful candidate will build pipeline quickly, identify customer business drivers, and present the Puppet value proposition. 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 organizations that do business with the federal government is expected, along with knowledge of current compliance requirements, vendor solutions, and contractor implementation requirements. The position involves travel as needed to develop account relationships and close large opportunities. The role has a targeted base pay range of $140,000–$150,000 USD and is eligible for a sales commission plan. The posting also lists a range of $150,000–$300,000 per year. Benefits include medical, dental, vision, retirement benefits, life insurance, wellness programs, total time off, and other employee perks. Employees are expected to demonstrate role-appropriate AI fluency, responsible use of AI tools, sound judgment, and compliance with company AI governance and security policies.

Requirements

10+ years of experience as a federal enterprise account executive.
Experience selling software to federal accounts, strong technical acumen, and the ability to engage upper management and executives.
Ability to build and execute a territory plan using Target Account Selling or another sales methodology to establish long-term strategies and create short-term opportunities in large accounts.
Experience driving demand for newer products and selling professional services.
Experience calling on platform, infrastructure, and application development teams at the Director-to-C-level.
Experience selling directly and leveraging channel and alliance partners to deliver solutions, with a proven track record of success.
Knowledge of current compliance requirements, including vendor solutions and contractor implementation requirements.
Role-appropriate AI fluency, responsible use of AI tools, sound judgment, and adherence to company AI governance and security policies.

Responsibilities

Actively manage existing accounts and prospect to develop opportunities in federal accounts.
Attain quarterly and annual quota.
Develop an active pipeline equal to three times quota.
Prepare accurate weekly forecasts and reports for sales leadership.
Maintain current, accurate Salesforce records and familiarity with MEDDPICC and Command of the Message.
Support the successful rollout and adoption of Puppet Enterprise and related products through account management and coordination with pre-sales engineering and support resources.
Develop account-based selling methodologies and closing plans.
Prospect for new customers with channel partners and systems integrator partners.
Strengthen relationships with current accounts and new prospects, using renewals to develop larger strategic deals and long-term opportunities.
Travel as necessary to develop account relationships and close large opportunities.