Senior Federal Account Executive (Fed/Civ & DIB)

Claroty•New York, NY

6d•Hybrid

About The Position

Claroty's Public Sector practice is rapidly expanding to secure mission-critical systems that our society’s safety and stability depend on. We are looking for mission-driven professionals who want to join a high-growth team dedicated to protecting critical infrastructure and ensuring essential services remain resilient and uninterrupted. The Senior Federal Account Executive drives top-line revenue growth across the Defense Industrial Base (DIB) and select Federal Civilian (FedCiv) agencies. Positioned as a trusted cybersecurity advisor, you will pitch Claroty’s Cyber-Physical Systems (CPS) and Extended IoT (XIoT) protection platforms—including Continuous Threat Detection (CTD) and Claroty xDome—to secure mission-critical operational technology (OT), industrial control systems (ICS), and public sector infrastructure against modern threat vectors.

Requirements

10–15+ years of direct enterprise Federal sales experience with a heavy bias towards selling Cyber-Physical Systems (CPS), OT/ICS security, or IoT cybersecurity solutions to protect critical infrastructure.
Proven mastery of the MEDDIC sales framework to accurately forecast, map buyer journeys, and shorten complex procurement cycles.
Established active relationships within GDIT, Booz Allen, and Deloitte, alongside deep familiarity with Carahsoft and key reseller routes (GuidePoint, Colossal, ThunderCat, BlueAlly, Trace3).
Ability and willingness to travel 55%–65% for customer site visits, facility assessments, and key industry events.
US Citizenship Required

Nice To Haves

Active Security Clearance is desired, but not required.

Responsibilities

Drives top-line revenue growth across the Defense Industrial Base (DIB) and select Federal Civilian (FedCiv) agencies.
Acts as a trusted cybersecurity advisor, pitching Claroty’s Cyber-Physical Systems (CPS) and Extended IoT (XIoT) protection platforms.
Secures mission-critical operational technology (OT), industrial control systems (ICS), and public sector infrastructure against modern threat vectors.
Applies the MEDDIC framework to qualify, manage, and close complex sales cycles.
Safeguards OT, SCADA, ICS, BMS, and XIoT networks operating within industrial manufacturing, defense supply chains, and civilian infrastructure.
Drives joint capture strategies and embeds Claroty platforms into large-scale defense and civilian modernization programs alongside key Federal Systems Integrators.
Partners closely with Carahsoft (primary Federal distributor) and key VAR partners to accelerate deal flow and procurement velocity.
Builds and leverages trusted executive relationships (CISOs, CIOs, Leaders of OT/Infrastructure) across key accounts to secure high-value land-and-expand opportunities.
Aligns Claroty solutions with critical government and defense mandates, including CMMC, NIST SP 800-171/172, DFARS, and Executive Order 14028.
Directs Technical Sales Engineering to define strict Decision Criteria and execute metrics-driven POCs in air-gapped or complex OT/IoT environments.