Federal Enterprise Account Executive

Fortreum•Reston, VA

6d•$165,000 - $200,000•Onsite

About The Position

Fortreum is hiring a Federal Enterprise Account Executive to serve as the senior commercial interface for its largest government and big technology accounts. The role owns a named-account portfolio end to end, including executive relationship development, pipeline generation, expansion across regulatory frameworks, and attaching the Kovr.AI platform. The account executive carries an individual quota, applies MEDDPICC qualification across their portfolio, and partners with Solutions Engineering and Delivery to turn complex regulatory needs into well-scoped, margin-sound engagements. The position is based in Fortreum’s Reston, Virginia office, with travel to customer locations and conferences. The listed base salary is $165,000–$200,000, with OTE of $330,000–$400, on a 50/50 split.

Requirements

At least 5 years of quota-carrying sales experience in global enterprises and/or Federal.
Demonstrated record of individual quota attainment.
Primarily a direct seller, with demonstrated ability to navigate procurement (including MSAs, NDAs, security reviews, and contract vehicles) and use channel partners, distributors, and cloud marketplaces to accelerate and enlarge deals.
U.S. Government Security Clearance (Top Secret).
BA/BS in cybersecurity or other related technologies.
One or more current technology certifications in cloud, cybersecurity, or compliance; examples include AWS Certified Cloud Practitioner or Solutions Architect, Security+, CISA, CISSP, CCSP, or a CMMC credential.
Expertise in compliance frameworks such as FedRAMP, SOC 2, and ISO 27001; working familiarity with CMMC, FISMA, PCI, and HIPAA is a plus.
Ability to position and run a business-level Kovr.AI demonstration, including explaining how continuous assessment reduces administrative burden and risk profile.
Strong writing skills for detailed account plans, SOWs, and RFP responses.
Technical familiarity with offensive security methodologies, such as the MITRE ATT&CK framework, sufficient to qualify Red Teaming and Penetration Testing opportunities with a Solutions Engineer.
Comfort operating in a function whose processes are still evolving and contributing to shaping them.
Travel to customer locations and conferences is expected.

Nice To Haves

At least 8 years of quota-carrying sales experience in global enterprises and/or Federal.
Formal sales training from a recognized sales academy, with a methodology still applied in live deals.
Enterprise sales experience with Fortune 500, hyperscaler, or large systems integrator accounts.
MA/MS in cybersecurity or other related technologies.
Certification in one or more technical areas, including compliance (such as CISA, CMMC CCP, or CCA), cloud (such as AWS Certified Solutions Architect), and/or AI (such as AWS AI Certified Practitioner).
Kovr Certified Professional.
Experience selling or positioning GRC platforms.
Experience with FedRAMP 20x, OSCAL, or key security indicators.
Experience in product marketing and thought leadership, including authoring white papers, recording demonstration videos, and public speaking.

Responsibilities

Own a portfolio of high-growth strategic government and large enterprise accounts as a direct seller, including account planning, territory coverage, and a documented path from current spend to plan.
Build and sustain relationships with CISOs, CIOs, Authorizing Officials, Chief Compliance Officers, and program executives, involving Fortreum leadership deliberately in those relationships.
Self-source a majority of qualified pipeline through direct outbound, partner co-selling, conference presence, and reactivation of dormant accounts; manage pipeline coverage.
Apply MEDDPICC qualification to every opportunity above threshold, documenting metrics, economic buyer access, decision criteria and process, paper process, identified pain, champion, and competition.
Expand single-framework accounts into multi-framework relationships across FedRAMP, CMMC, StateRAMP and GovRAMP, SOC 2, ISO 27001, PCI DSS, HIPAA, and HITRUST.
Position Kovr.AI continuous assessment and compliance automation alongside Assurance and Advisory services, and drive platform attach rate within the assigned portfolio.
Drive MSAs, NDAs, security reviews, purchase vehicles, and contract vehicle selection to completion by working directly with procurement and contracting organizations.
Use channel partners, distributors, and cloud marketplaces to accelerate and enlarge deals while maintaining a direct sales motion.
Lead commercial negotiation through BAFO, pricing approval, and contract execution while protecting margin integrity and assessor independence constraints.
Maintain accurate, current Salesforce opportunity records, including stage, close date, amount, and next step; maintain forecast accuracy.
Provide competitive intelligence, pricing-pressure information, and feedback on emerging requirements such as FedRAMP 20x to Marketing, Delivery, and the Kovr.AI product team.
Position and run business-level demonstrations of Kovr.AI.
Create detailed account plans, SOWs, and RFP responses.
Qualify Red Teaming and Penetration Testing opportunities with a Solutions Engineer.